Podcast Center
Video Center
Webcasts
Resource Center
Events
February 03, 2021 at 02:13 AM
Most people despise prospecting. They will go to great lengths to avoid it. Your manager checks up on you because they aren’t seeing an new accounts opened. Not to worry. You have these answers at hand.
January
It’s the start of the year. Parents are getting their kids back to school. They are looking at all the bills from buying gifts in December. They don’t want to hear from me.
Instead: January means bonuses. I wonder what they are doing with them.
(Related: 11 Ways to Hit the Ground Running in 2021)
February
Did you ever see so much snow? What happened to global warming? I can’t call prospects now. After shoveling eight inches of wet snow by themselves, they would never pass an insurance physical. I’ll call in March. Spring will be here.
Instead: Massive snowstorm. Schools closed. Prospects will be at home. There’s an opportunity.
March
I thought winter would be over. There’s so much snow the kids are off from school, so I can’t get into the office. I’ll prospect next week. Oh no! now it’s rain! My prospects are concerned about flooding. I’ll really start my campaign to call in April.
Instead: Easter is April 4 this year. I wonder what they are doing in this post-pandemic year? That’s a good conversation starter.
April
Great news! Prospecting isn’t an issue. I’ve found another advisor who wants to form a partnership. I’ll sell his investing clients insurance. She will sell my insurance clients investments. One advisor’s book is another agent’s prospects.
Instead: I’m pretty good at closing, but not so good at prospecting. How about I hire someone to get prospects on the phone?
May
My April plan didn’t work out so well. The advisor thought they should keep all the insurance commissions because the client was their client. My clients thought this other guy was pushy. They are confused. It took me all month to calm them down. I’ll really get started in June.
Instead: There’s this other guy approaching retirement. I wonder if I could arrange to buy his book and pay over time? I think the firm has a program…
June
Memorial Day was great. The kids are out of school. So are my prospect’s kids. They are focused on enrolling them in summer programs and space camp. They are writing checks and focused on other things.
Instead: If kids are out of school, parents are at home. I bet they would welcome a distraction.
July
I was planning on prospecting in July, but I’ve booked a two-week vacation. We have to take vacation time. Use it or lose it. That’s what they say. My prospects aren’t staying at home waiting for me to call. They are at their beach houses. I don’t have the number. I’ll make a prospecting push in August when I get back.
Bryce Sanders is president of 