How to Build Insurance Prospects Like a Pro

Building prospects like a pro is quite easy if you have a plan, if you can be confident, and you can stay dedicated week after week. Prospecting can be one of the most important aspects of your business and the key to sustaining long term growth. The key shared by all the top prospectors is making the most out of the time spent finding prospects, not just spending the most time possible trying to find them.

Some important suggestions to keep in mind when you are prospecting for insurance shoppers.:

• Quality NOT Quantity - Its not how many calls you make, its about how high quality your prospects are. Don’t spend hours calling lists of people that are a terrible match to the ideal demographics of your core clientele. You need to be calling people that would actually want to BUY your products.
• Don’t Waste Your Time - Most good prospectors can tell within a few minutes of starting the call if the person is a good prospect or not. You don’t need to go through your entire pitch and waste 15 minutes, when you knew 2 minutes into the call that is was pointless.
• Don’t Fear the Script - Make a rough outline of the critical points to your prospecting pitch and make sure to stick to them as you go. Scripting can really help out during the more difficult prospecting calls.
• This is Prospecting, Not Sales - Remember when you are prospecting you are trying to make appointments. You are trying to weed out the bad prospects from the great ones. Don’t try to sell them on the spot during your prospect call.
• Make a Schedule and Stick to It - Plan out how much time, on what days, and when you will do your prospecting. Try to set aside a minimum of one hour for your calls. No matter what happens, do not cancel this time, do not take calls/meetings, and stay organized with your prospect lists.
• Make Sure You Have a List of Prospects - Keeping an accurate and up-to-date list of prospects is crucial for this process to work. You don’t want to waste your precious prospecting time hunting for names and phone numbers. Take notes on your prospects and make sure to update them when their information changes.
• Don’t Require Them to Set a Time/Date - A big mistake prospectors make is that they try to nail the client down to a specific time, date, and place for an appointment during the prospecting call. If they sound really sure they want to meet with you, then go for it. Otherwise, don’t try to get them to agree on a time and place just off of one single introductory prospect call. Offer to send them information in the mail or email. Build trust, then ask for a date/time/place for an appointment.
• Never Quit - When you are prospecting it can be quite a daunting task to keep up your motivation call after call and week after week. Customers will appreciate it if you show your dedication by calling week after week. The more persistent you can be the better your chance of getting an appointment.

Try to keep these simple prospecting tips in mind when you make your calls. Just remember to stay calm, focused, and never give up and you will do great at prospecting.

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