Prospecting is a contact sport
By John BoeWhy is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to
November 12, 2007
Five steps to successful prospectingProspecting cannot be sporadic. It must be a regular part of your business - just like quoting, follow-up case management and customer service. By establishing a disciplined approach to marketing, agents can establish a regular flow of leads that
July 22, 2007
Top 10 Marketing & Prospecting IdeasLet's face it. If you don't have a living, breathing, reasonably healthy person to talk to, you don't really have a shot at making it in this business.
July 21, 2007
Top 10 Marketing & Prospecting IdeasLet's face it. If you don't have a living, breathing, reasonably healthy person to talk to, you don't really have a shot at making it in this business.
March 01, 2007
I Love to Sell!In 1991, I wrote a series of articles called "I Love to Prospect." I titled it that because most people hate prospecting and would rather...
June 01, 2006
Fill in the BlankSurveys have been a vital part of the focus of this column and in my own business as well. By conducting them periodically and studying...
January 26, 2005
Make Medigap Marketing A LTCI Profit CenterMake Medigap Marketing An LTCI Profit CenterByYears of working with many producers has taught me a lot of thingsthe most important being that sales ability ...
October 01, 2004
Luring the WealthyWould you be more passionate about prospecting if you could clone your best clients? Prospecting is key to the success of your business, after all....