You may not have to look far to find great disability insurance prospects. In fact, many ideal prospects may already have purchased life insurance or other products from you. It can be upsetting when you find out your clients went elsewhere to purchase products because they didn’t know or remember you sold those products, so don’t let your existing clients get away and purchase disability insurance elsewhere. Be proactive.

To help you do just that, here is a step-by-step guide to finding disability insurance prospects from the comfort of your own office.

Step 1: Identify common characteristics

Look at your disability insurance production over the last three years and find the commonalities between those clients.

  • What is their average age?
  • Do they share a common occupation?
  • Do they belong to associations?
  • Do they have business partners?
  • Are there more men, or women?
  • Is there a common employer?
  • Do they live in a common geographic area?
  • What motivated them to buy disability insurance?
  • Do they have dependents, or are they single?
  • How did you initially meet them? Were they referred? Did you conduct a seminar?
  • Did they approach you for disability insurance, or did you reach out to them?

Step 2: Analyze your results

Taking what you found in step one, define your ideal prospect. By sticking to your criteria, you may have better results. You can segment by:

  • Age
  • Gender
  • Occupation
  • Common interests
  • Employer

Step 3: Look for prospects in your book

Now that you know the common characteristics for which you are looking, go back through your database and identify prospects and clients without disability insurance who share these common characteristics.

Step 4: Create a plan

Determine the best way to reach these clients/prospects. Is it via…

  • A phone call?
  • Email?
  • A letter?
  • A client appreciation lunch?
  • A referral?

Step 5: Implement the plan

Keep track of the results, and figure out:

  • How were they contacted?
  • What is the average size case?
  • What was your closing ratio?
  • What were the common traits of the clients who purchase disability insurance? Were they different from what you had previously identified?

Step 6: Identify centers of influence

When analyzing your database, look for clients and other professionals who come in contact with potential clients meeting your ideal criteria. It is a lot more efficient to ask for referrals when you can specifically identify the traits and characteristics of your best prospect.

Step 7: Keep records

Keep track of your production and detailed information so that next year, you have more data to analyze and can perfect your craft.

Jamie K. Fleischner is the president of Set for Life Insurance by KF Financial Inc. She can be reached at jamie@setforlifeinsurance.com.