Prospect in Your Client File

Presented by John Schraut

Most producers are constantly looking for a new, unbeatable, inexhaustible source of prospects. What they may not realize is that they already have this prospecting source. There is an often overlooked source of new business right at the producer’s fingertips that doesn’t depend on magic spells and hocus-pocus. It promises an endless chain of new business, repeat business and referrals from prospects already on a first name basis with the producer.

The best source of business is repeat business. Translation: get out and see your existing clientele every year whether there is an obvious need or not. Statistics tell us that the average American will buy life insurance 7 or 8 times in a lifetime. That doesn’t consider other products like disability income, long term care, and annuities. The producer who postpones a call on a client for more than twelve months may find another producer’s business card stuck on the client’s refrigerator when he finally does call back.

Why prospect using social media?

Presented by Brian Leising

The Problem
To get customers in any business you have two choices – be special enough that people talk about you or buy advertising.

In the insurance industry, the most effective way to reach qualified prospects changes every several years. Once it was enough to open an office in the community or make door-to-door sales. Then we started cold calling, blast faxing, sending direct mail, presenting seminars and blast e-mailing. All of these methods were effective once, but as they became obsolete, we started prospecting with the next best thing.

Today, all systems of selling are preceded (or precluded) by our online reputation. People know you before they call. Is this a problem for you or an opportunity you are capitalizing on?

The Opportunities
Social media has changed your world, now you can find customers and they can find you. Due to social media, big companies no longer have the advantage– social media is the great equalizer. Social media is where people (your customers) express their thoughts and feelings. It also allows you to put yourself in the client’s mind. The opportunity in our business is tremendous, only 16% of financial services professionals currently use social media.