Just because the word we use to describe the development of new business contacts — prospecting — happens to be the same word for the geological hunt for fossils and minerals, there's no reason to liken the activity to scaling a mountain.
If anything, prospecting in the insurance space is more of an art than a science, as each interaction may be as unique a Monet brush stroke.
Stuck in a rut?
Insurance agents and brokers, along with professionals in other financial services segments, sometimes get stuck in a rut when it comes to prospecting. But let's face it: Everyone's playbook needs a regular update, even (or perhaps most especially) the team MVP.
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Elana Ashanti Jefferson
Elana Ashanti Jefferson serves as ALM's PropertyCasualty360 Group Chief Editor. She is a veteran journalist and communications professional. Reach her by sending an e-mail to [email protected].
