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Successful prospecting goes beyond the "numbers game"

There are two essentials required to enjoy the fruits of sales success: a "sufficient number" of prospects to cultivate, and a means to "warm prospects over time."

By staff Writer | Updated on April 27, 2010

By Deborah Miller, president, Relational SalesPro LLC

For those of you who entered insurance sales after the tough economic times in the late ’80s to early ’90s, today’s marketplace must be overwhelming. The current renewal bidding war has most of you scrambling to work harder than ever before, with less or nothing to show for it.

Yet in the midst of these tough times, there is a small group of producers who have found the way to success, with time left over to attend their child’s school events, sit down with family for dinner and take vacations.

What do members of this elite group have in common that allows them to differentiate them from the rest? It’s not multiple designations or being a member of the top five brokerages. Rather, these producers have implemented a sophisticated way to regularly communicate with a pre-selected group of prospects. They understand that they must continually prospect for new business and make it their priority.

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