10 Simple Steps to Increasing Prospects for Your Insurance Agency

Insurance Agent Eduction provided by: InsuranceLeadz.com,  your primary source for insurance leads.

Prospecting can be difficult for many new agents in the business. Ineffective ways of prospecting can cause time-wastage and decreased productivity.

Follow the 10 steps below to efficiently gain more prospects and get them to buy your services.

1. Get into prospecting mode.

Make time available just for prospecting, and don’t let any distractions let you procrastinate and stop you from calling your prospects. During the first few days, it won’t matter how long you make this time, however time will tell how long you’ll need to spend your time everyday for prospecting.

2. It’s a numbers game.

Dedicate a certain amount of time every single day where you just focus on calling many new prospects as possible. The chance of getting a new prospect and selling your services to him/her is directly correlated to the number of calls you make.

3. Setup appointments

The sole purpose of the phone call to your prospect should be to arrange an appointment where you can sell your services. You should avoid selling your products during the phone call, because your client will put up his anti sales-pitch guard on. Leave the selling to the time when you’ll get to meet your prospect in person, when you can recognize non-verbal cues and really earn your prospects’ trust.

4. Know who you’re calling

Make sure you have a list of the prospects you’ll call, because you want to focus your energy on calling, and not finding names. Calling people on a list allows you to easily know who you’re calling, and appear professional and considerate.

5. Dedicate, fully.

You’ll produce much better results if you dedicate your full time to just prospecting and not getting distracted by another phone call or meeting request. Successful insurance agents refuse to attend meetings and take unnecessary phone calls while they’re in the “prospecting mode”.

Getting into this level of dedication will take heavy effort at the beginning, but over time and many trials, you’ll be able to easily generate prospects like a machine during your dedicated prospecting “time zones”.

6. Find the best times to call

To maximize results and conversion rates, you’ll need to call at the appropriate time. This means recognizing when your prospects are most likely to be available to talk, even though your calls will be very brief. Don’t waste your prospecting minutes by calling people on the list that probably aren’t available.

7. Mix up your calling.

Not all prospects live the same lives with the same schedules every day, which means you’ll need to mix up your calling times as much as possible. Some prospects won’t be available for reach, which is when you use your time to call prospects that are more likely to be available.

8. Know-it-all.

Maximize you organization efforts by making notes of your prospects’ contact information and storing follow-up times in a computer database. Certain software programs available on the internet allow you to do this. Your agency will usually supply these powerful tools to you.

9. Visualize.

Create a vision of what you want to achieve in your mind, and draw a plan to keep track of your efforts and your results. Knowing where you want to go and realizing how far you’ve come will help you stay motivated to become more successful at prospecting.

10. Persistence

Thomas Edison once said persistence is key. You’ll enjoy much more success by effectively and consistently prospecting 400 times than prospecting a big deal once every 3 months.

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