Avoiding problems associated with prospecting

Posted on: Friday, July 15, 2011

As the saying goes, the only constant in life is change, but one thing Agent's Sales Journal says never changes is agents' need to prospect if they want to obtain insurance leads. However, due to myriad factors, prospecting can be fraught with pitfalls.

ASJ offers a few tips so agents can avoid these stumbling blocks.

Speaking to the source, Glen Price, a well-established life insurance agent, says agents' prospecting successes are pinned to the quality of their referrals.

"You're only going to have good success asking for referrals if you already have a good relationship with the client," said Price. In short, agents need to establish a bond with their clients if they want more business down the road.

Another thing ASJ says agents should strive for is establishing themselves as the resident expert on a particular insurance topic. Once this is done, agents should be on the lookout for a particular demographic that may be underserved, and familiarize themselves with those individuals.

Finally ASJ says agents should seek after agents who have been in the business longer than them, asking them what they wish they'd known when they got their start.

These are just a few of the ways agents may be able to turn prospects into leads and leads into sales.

Posted In: Sales and Marketing Tips

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