Insurance Prospecting Sales Ideas
Insurance career success begins with an agent's steady inflow of prospects, or potential clients. Prospect contacts form the basis for future meetings and policy sales. Schedule your prospecting time blocks, and assemble all lead information beforehand. Use a computerized contact database to record important conversation details. Call prospects when you are most likely to reach them. For example, do not call a restaurant owner during busy lunch or dinner periods.
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Networking Groups
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Business networking groups provide two prospecting opportunities. Business owners' associations, such as your Chamber of Commerce, offer frequent member mixers attended by diverse business owners. Meet a pre-established number of members at each event, and evaluate prospect contacts afterward. Establish a lead-generation group among non-competing professionals, and regularly meet to trade prospect names. For example, recruit an advertising salesperson and a real estate agent, each of whom maintains an evolving prospect database.
Startup Businesses
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Startup businesses represent favorable business liability insurance prospects, although some business owners are unaware of the need for such coverage. Life and health insurance agents can also target new businesses, and agents with both licenses can employ cross-selling strategies. Canvass your city's commercial district to meet new business prospects before your competitors find them. Discover new businesses on your Chamber of Commerce website, and browse newspaper business pages for new company listings.
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Community Prospecting
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Increase your community visibility by prospecting at fairs, festivals and other well-attended events. Staff a table featuring your company banner and colorful product brochures. Engage prospects in conversation about strategies for reducing car or health insurance premiums, and use the contact as an entree to other product sales. This prospecting activity helps establish you as a valuable member of the business community, which often results in future referral business.
Social Networking Websites
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Agents often attract new prospects on social networking websites. Establish a presence on a business-focused social network, and offer your professional expertise within online discussion groups. Invite participants to contact you personally after you have provided value to the group. Join targeted social networking groups in untapped markets. For example, learn about your regional retail market by reading business owners' blogs and discussion boards. Use your professional knowledge to solve common problems.
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