Prospecting
Client prospecting tips for insurance agents and other financial professionals.
100 opportunities, 1 stop
By Brian D. HeckertGetting creative with your prospecting techniques is often the most effective way to not only build your client base, but build it with people you consider your ideal clients.
June 30, 2011
The great debate on... cold calling?I didn't know cold calling was such a hot button issue, but apparently it is. We published a piece by contributor Kelley Robertson about
June 30, 2011
Coping with call reluctance (part 5)Last month, this column detailed two steps you can take to cope with call reluctance--observe and pattern interrupt.
June 13, 2011
Advisors: Take a break when you're worn outWe get run down or sick. We suffer from fatigue or have sleepless nights. Or we just get tired of the routine. It happens to best of us. So...how do you sell when you hit this wall and you're tapped out? I think you have two options...
May 31, 2011
The ABC's of prospecting: Attract better clientsHow's your prospecting business? Are you finding success, or are you stuck sifting through fool's gold?
May 31, 2011
Creating the endless referral chainThe most effective and least expensive method of client acquisition is to create an endless chain of quality referrals
May 31, 2011
The ABC's of prospecting: Attract better clientsHow's your prospecting business? Are you finding success, or are you stuck sifting through fool's gold?
May 21, 2011
Advisors: Consider a virtual assistantDo you ever wish you could bring in a "to the rescue" assistant to help with an overload of work or long wish list of marketing activities?