We are who we insure

  • Presentation

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    • Contact Us

      Cortland, New York Office
      Address:  20 Church St
      PO Box 5670
      Cortland, NY 13045
      Phone:  800.822.3747
      Fax:607.756.5051 (Underwriting)
      Fax:607.756.5967 (Claims Services)
      info@mcneilandcompany.com
      Denver, Colorado Office
      Address:  1331 17th Street
      Suite 810
      Denver, CO 80202
      Phone:  800.822.3747
      Fax:607.756.5051 (Underwriting)
      info@mcneilandcompany.com
      Petaluma, California Office
      Address:  1310 Redwood Way
      Suite 210
      Petaluma, CA 94954
      Phone:  888.814.4447
      Fax:760.423.1050
      info@mcneilandcompany.com
  • Rethinking Your Client Presentation

     
    Print McNeil & Company 2:54 pm

    Re-Invent Your Presentation with the Audience in Mind

     

    A customer presentation is one of the most important and useful tools available to an insurance agent. Face time with an organization’s decision makers provides a golden opportunity to distinguish your agency from the competition. But how do you differentiate yourself and make sure your presentation doesn’t fall flat?

    Most insurance agents plan their presentations by focusing on what they want to say and how they want to say it; the client’s perspective getting lost in the shuffle. But what is your audience looking for? There is no sure-fire answer that will apply to all of your clients, but starting with a strong story and creating an adaptable presentation model can help you get started.

    The Power of Storytelling

    There are insurance agents who provide a prospect with a straightforward description of their product. The benefits may be noteworthy, but the information won’t resonate with the client and won’t do much to establish an additional need for their product. By simply listing your coverages you are giving your competitors the upper hand.

    Storytelling allows you to create a tangible need for what you are selling. By associating the insurance coverages with real organizations, real people, and real incidents, your product becomes relatable and your presentation becomes memorable. Put yourself in the position of the audience. Are you more likely to remember an agent that laid out the product plainly or one that also paints a picture of a hypothetical situation you could find yourself in where your insurance covered a risk?

    Utilizing a Visual Tool

    No matter what medium you prefer, developing visuals to complement your story and sales pitch is essential. They provide a road map for your customer to follow along with and can add context to the story you’re trying to tell.

    At McNeil & Co., we create Flip Charts with product information to help steer the presentation in the right direction. By allowing our sales reps to customize the order and information provided, we’ve given our team the ability to adjust the presentation and adapt to address the specific wants and needs of the customer.

    In Conclusion

    There is no “one size fits all” method for presenting to a client. Developing your own style and tools through trial and error are still essential to the process. But by putting yourself in the audience’s shoes, you can start to develop a template that will grab their attention, encourage engagement, and leave a lasting impression that can set you apart from the competition.

     

    Written by Tim Woitach

    For more tips on client presentations, check out Forbes and Duarte.

     

  • E-Learning

     

    E-Learning Copy

    Our E-Learning platform is available 24/7 to meet the needs of the student. These online courses are offered free of charge to our insureds. Additional classes are being developed on a regular basis, so check back often to see new opportunities.
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  • Our Programs

     

    Our Programs

    We offer some of the most comprehensive insurance coverages in the industry. Let us propose a customized insurance package for your organization.
  • Questions?

     

    Questions

    Have questions about your policy, want more info on our programs or need to be put in touch with a local agent? Contact us today and we'll be glad to assist you!
  • Contact Us

     

    Contact Us

    800.822.3747

    info@mcneilandcompany.com

    20 Church St
    Cortland, NY13045