What Happens When You Turn Your Back on Direct Referrals?

Agency Nation - Feb 25, 2019

You might be surprised that you're able to grow because there's more room for value outside of the candy dish. At first, this still might sound crazy, but you just have to be obsessed with highlighting the people who send you business. Instead of waiting to be offered as an accessory to another sale, you control more of the conversation to define the context. When you put those people in front of the right audience there's a good chance you won't have to ask for the business, it's willingly given to you. That's what I talk to Brandon Straza, of American Option Insurance, about how he walked away from steady leads.

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