Here's what we do:

We challenge status quo thinking: Our sales conversations utilize the Challenger methodology so that we can quickly connect with prospects on the points that matter, which typically means highlighting a problem or pain point that is deep within their business and might not be immediately apparent.
We tell stories: We develop close relationships, on the level of partnerships, with our clients, and we make their stories a part of our sales and our marketing.
We play the long game: We have been in business since 1992, which has meant a lot of reputation-building through conference visits, seminars, webinars, blog articles, and social media posts.
We continue our education: We spend as much time as students of the space as we can, learning from experts from various corners of the industry to stay on top of new developments and also to challenge our own thinking so that we don't get locked into a view that holds us back.

Have conversations with your customers

For you, as an advisor, your first step is to identify the perception bias you are facing as it could vary from target audience to target audience. Have some honest and intimate conversations with your customers about what they first thought of you and your practice when you engaged them. Go through your own on-boarding process or ask a customer experience consultant to go through it for you. And maybe talk to some of your peers at a conference about how they deal with perception bias in their practices.

Special Reports /

How insurance advisors can overcome perception bias & grow their business

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