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Consider joint work

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If you feel inadequate in certain skill sets, then you may want to consider joint work. If you are a great prospector, maybe you should consider feeding business to someone who can follow through with the rest of the work. Place a value on prospecting. Say 30% of the case. Then spend all of your time bringing in prospects. If you are good at selling and follow-up but hate prospecting, find someone who will fill the prospecting funnel.

… There are numerous details to attend to in such an arrangement, but it can be extremely rewarding. Don’t forget about forward business from the same clients. You should have a split arrangement for that scenario. I recommend a time frame. Say full split for the first three years of a client relationship and an increased arrangement for the servicing agent going forward.

I had a colleague years ago who was very competent with products and concepts — a very intelligent fellow who could talk with prospects comfortably. He was easygoing and not overly aggressive, so people liked him. He was also a private person, so he didn’t get out socially, and he didn’t ask for referrals. He struggled for years in the insurance business, making an adequate living, but not nearly to his potential. If he had made an arrangement with an outgoing prospector, they would have both benefited greatly.

Editor’s note: The preceding is an excerpt from Kim Magdalein’s “Better Prospecting” column in the December 2010 issue of Life Insurance Selling. Click here to read the entire column.

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