How I Adapted My Marketing Strategy to Thrive in a New Market

In 2014, after spending my entire career in my home state of Wisconsin, I made a bold decision to move to Colorado. Little did I know this move would present me with a unique challenge in my professional life.

Upon arriving in Colorado, I joined an insurance agency that lacked any form of marketing strategy. Suddenly, I found myself in a market where I was virtually unknown, and panic set in as I wondered how I was going to establish myself and succeed.

I realized I had two choices: follow the traditional prospecting methods I had been taught or explore alternative avenues.

This is the story of how I discovered the power of three questions that transformed my marketing approach forever.

Building a Reputation: The Key to Relevancy

When I arrived in Colorado, I believed I had an advantage due to my knowledge and expertise of self-funding. I assumed that by sharing my knowledge with as many people as possible, I would grow my book of business in no time.

However, this approach proved counterproductive, as I soon found myself engaging with prospects who were not interested in my services. It was a humbling realization that speaking to everyone ultimately meant speaking to no one.

The Power of Uniqueness

One of the fundamental questions I had to ask myself was, “What makes me unique?” What sets me apart from my competition?

Whether you own a company or work as an advisor, understanding your unique selling proposition is essential for standing out in a crowded market. Your distinctiveness is what will capture the attention of potential clients.

It could be your consistency, your ability to teach, or your exceptional communication skills. Whatever it may be, recognizing and leveraging your unique qualities helps to attract the right audience.

Establishing Credibility: Excelling in Your Niche

Alongside uniqueness, credibility plays a vital role in establishing yourself as an authority in your field. To build credibility, you must identify what you do exceptionally well.

What do you believe you do as well as anyone in the world?

Whether it’s your unrivaled expertise or your ability to solve complex problems, this becomes your core offering, allowing you to differentiate yourself from competitors and create a clear connection with potential clients.

Switching up my marketing strategy began with asking three questions:

What makes me unique?

What makes my business unique?

And what do I do exceptionally well?

By finding the answers to these questions, I was able to establish my reputation, attract the right prospects, and build a successful book of business in a new and unfamiliar market.

Remember, to achieve the attention and success you desire, you have to stand out from the crowd and establish credibility.

By leveraging your uniqueness, you can create a powerful marketing strategy that will set you apart from the competition and lead you toward achieving your full potential.

Enhance Your LinkedIn Strategies to Book More Sales Appointments

In our short masterclass, “Sales Mastery: A 3-Step Strategy To Book More Appointments With Top Prospects,” we’re sharing a step-by-step guide to effectively use LinkedIn for business growth.

You’ll learn how to:

1. Identify and engage with ideal prospects that align with your business goals

2. Provide genuine value to your clients, distinguishing yourself in the market

3. Cultivate long-term relationships through patience and strategic timing

Take this opportunity to refine your LinkedIn approach and drive more sales appointments. Watch now for FREE and start unlocking your full potential on LinkedIn!


Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.

Time to take action.

Schedule a FREE strategy call
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