Prospecting
Client prospecting tips for insurance agents and other financial professionals.
Don't stick to just one method
By Herbert NipartsIn how many ways do we go after business? Success in this business primarily is due to two factors: hard work (with long hours) and attacking the business from more than one direction.
May 03, 2011
No need to chase prospectsOnly a fool or a philanthropist, it seems, would work for an individual client for a full year before seeing the first dime of commission or fee income from the relationship.
April 30, 2011
Coping with call reluctance (part 3)Our series on the topic of call reluctance and aversion continues with two further types of people particularly anxious about making cold calls to find new business.
April 11, 2011
Be a CP -- consistent prospectorThe selling technique that works for me is CP -- consistent prospector. I prospect with everyone I meet.
April 11, 2011
Be a CP -- consistent prospectorThe selling technique that works for me is CP -- consistent prospector. I prospect with everyone I meet.
March 29, 2011
How to overcome prospecting jittersWith my managers over the years, I have developed a method for seeking out and finding new sources of business. Here are a few tips that have served me well with the mental aspects of prospecting
March 29, 2011
How to overcome prospecting jittersWith my managers over the years, I have developed a method for seeking out and finding new sources of business. Here are a few tips that have served me well with the mental aspects of prospecting
February 28, 2011
Coping with call reluctance (part 1)Don prides himself on being a professional. But he'd like his sales production to be a little higher.