Insurance agents and brokers, along with professionals in otherfinancial services segments, sometimes get stuck in a rut when itcomes to prospecting. But let's face it: Everyone's playbook needs aregular update, even that of the team MVP.

If refreshing your prospecting skills and approach seems liketoo much trouble, consider taking a page from “SimplifyYour Work Life,” by former California real estate executiveElaine St. James, where she lists nine effective people skills.

1. Speak your mind

Despite attempts at being tactful, failing to share an honestopinion with prospects or colleagues can be a time-waster.

People are intuitive, whether they know it or not. Neitherprospects nor colleagues respond well to evasive andpassive-aggressive behavior. Instead of avoiding or delaying toughconversations, use timing and poise, and develop a professionaltone that is neither too harsh nor too meek.

2. Personalize your approach

Without seeming canned, contemplate more than one approach with each prospect. This will avail your prospects ofthe personalized service that will increasingly elevate humaninsurance experts and financial service professionals frominternet-based operations.

3. time is on your side

In the same way that few prospects or clients want to be rushedinto making a decision, insurance professionals should not feelrushed to assemble personalized recommendations.

Allow yourself the appropriate time to develop your pitch orresponse. Let your prospect know how much time you need to developyour recommendations.

4. Laugh out loud

St. James suggests that once you know exactly how you’re goingto approach a particular prospect or client, take a few minutesbefore the call or meeting to unleash some belly laughs.

“Laughing will help dispel any negative charge connected withthe situation and may give you new insights,” she writes.

5. Preparation makes perfect

Always have more than one scenario ready to discuss with yourprospects. Try to anticipate their questions.

6. Switch up locations

That old adage about success in the restaurant business —location, location, location — may be equally true for cultivatingbusiness relationships. A first meeting in your office canintimidate some prospects, while inviting yourself to their homeprovokes unease. Seek out neutral meeting locations where you andyour prospects can feel calm and have sufficient privacy.

7. Mind your eye contact

Looking someone in the eyes can instill confidence and trust.But continuing to stare throughout a conversation can send thewrong message.

“Take a powerful stance,” St. James suggests, “… either sittingsquarely or standing firmly on your feet — and make direct eyecontact.”

8. Ask for a timely response

When you’re having trouble contacting a prospect by telephone ore-mail, nudge the correspondence forward by pairing a complimentwith a polite calendar request, such as “I want to do the best jobfor you I can. Perhaps you could return my call no later thanFriday afternoon.”

9. Analyze and adapt

Take time after each prospecting contact to consider what wentwell and what could have gone better.

“This is one way to be certain that you’ll perform even betternext time,” St. James writes. “And there’ll always be a nexttime.”