Steve Kaneski of Kaneski Associates Financial & Insurance Services in Roseville, Calif., was the top-selling agent at New York Life in 2008 — out of 10,500 agents nationwide. Here, he shares his prospecting method.

“The key to our success has been being able to meet great clients and potential clients. I work on the belief that I can’t teach character, but I can teach people of character how to reach their goals. So all of our systems and processes are built around the question: ‘How do we find those people of character?’

“Early on, I started doing educational seminars, and we found that people who were interested in learning more would attend. As we presented our workshop, then asked those who had attended if they would be interested in getting together to learn more, we in fact were refining who we would be talking to. We would then send a multi-page questionnaire and ask that they meet us at our offices, and by the time someone had jumped that many hurdles to meet with us, we knew we had a person who was ready to work toward achieving their goals.”

Editor’s Note: The preceding tip was taken from “10 Questions: Steve Kaneski, New York Life’s top-selling agent,” which ran in the June 2009 issue of Life Insurance Selling. To read the full article, click here.

To read last week’s Tip of the Week, click here.

For more on finding quality prospects, see:

8 rules for finding the demand for life insurance

The art of target market prospecting

Let prospects refer themselves to you