"Direct carriers compete on price — you're competing on advice, coverage design, and claims advocacy. Those are things price can't replace. The question is: are you leading with price, or are you leading with value?"
"When a client compares you to a direct carrier, what do they usually say is the deciding factor? That tells me where to put the emphasis."
"Direct carriers win on commoditized products — health, basic auto, basic home. Where do your clients have the most complex needs? That's where you're winning whether you realize it or not."
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