The ‘Blue Ocean’ of compliance
Selling with a “loaded gun” is better than selling with a great sales pitch. “It’s not you holding the gun. It’s the insurance companies holding a gun to your clients’ heads,” says Robins. “It’s the government holding the gun to their heads. I’m not saying they are wrong for it. But there are customers of your customers who need this. What you’re selling is a bulletproof vest.”