29 September 2014
29 September 2014,

I’m a firm believer that consistency is a major key to success. Prospecting isn’t a one-time thing. You need a consistent process in place for it to be successful.

One of the critical components you need to start with is a strong plan of attack. First, you need to block out certain times everyday to prospect for new clients. My personal plan has been to try to meet four new potential personal lines or business clients each day. I believe it’s easy to do but, as the great philosopher Jim Rohn said, it’s “easy not to do.”

My suggestion would be to stop by a business on your way to work and introduce yourself. This must be scripted and take no more than two minutes. It can be any kind of business, but remember not to overstay your welcome. It is disrespectful to the employer and the employee you’re speaking with to bother them during working hours. However, giving someone your business card and shaking their hand only takes a few minutes. Using the right script, they will usually hand you their card or give you permission to call them from time to time if they don’t feel like you’re trying to sell them something. You can also try this on your way to lunch, back from lunch or on your way home. It’s the same process every single time.

When you get their card or personal information, always put it into your electronic database and lead management system. At our agency, the lead management system will set off a campaign to make sure that we stay in constant contact with marketing materials, follow up calls, etc.

Often people will say, “I’m not in the market to buy insurance or change insurance companies.” I always repeat back, “I have no reason to believe you’re in the market. I just wanted to introduce myself. So whether you change your insurance a year from now or ten years from now, I hope you’ll think of me first, is that okay with you?” If they know you’re not trying to sell something they’re generally more open to giving you their contact information.

Remember, people buy from people they know and trust. They can’t trust you if they’ve never met you or never get to know you.

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