Every producer at one time or another has dreaded the idea of prospecting and has struggled with figuring out an effective system for building business. In studies of successful people in our industry, it has become clear that those that reach the top-of-the-table have similar characteristics. First of all, they have discipline. They have a plan, and they work their plan. All of them have confidence and have overcome the fear of rejection that nags many producers. Confidence breeds success, success breeds confidence. So where do you start?
Last month we featured the first part of our report:
ISN Network has had the privilege of working with some of the best and most prolific producers in the industry. In part 2 of this exclusive, the top-of-the-table producers share some of their ideas and methods for prospecting successfully.
ISN Network’s greatest producer is also our most disciplined. He has a system that works, and he works his system. The mental discipline that he develops comes from his competitive nature. Like an athlete, he looks at prospecting like a pro ballplayer views stepping up to the plate. You will get some singles, a few doubles, and an occasional home run. But often times you will make an out, or your client will say no. Stay focused and do not deviate. It does not mean you did not recommend the right thing for that prospect, and there is always another at-bat or prospect just around the corner.
Everyone is a Prospect
The most common characteristic of the top-of-the-table producers is that they are proud of their work and love to tell people about what they do. Everyone they meet is a prospect, everyone who asks them what they do can be sure to get a definitive, concise answer. Too many times, new producers fumble around when asked what they do. Again, confidence in your work and passion for your ideas will breed success. The people around you that know and respect you will want to know what you do. Tell them, and watch your business start to grow.
Know Who You’re Dealing With
Customer intimacy is an often-overlooked area that good producers don’t miss. Data taking is an area of weakness we see constantly. Profiling potential clients and existing clients does make the difference between some success and great success. Knowing what a prospect has, what they want, and how to achieve it are important steps for a producer to master if they want to grow their business. The best prospect is someone who is already a client. Do not overlook your-existing clients in the desire to grow your business. Annual reviews in a systematic format can lead to additional sales and another opportunity to ask for referrals.
It’s Impossible to Know Everything
All of our top producers agree… no one person can be an expert on everything. It is important to align yourself with people and resources that can help you be successful. All of them noted that a good Insurance Marketing Organization (IMO) can be vital to helping you create long-term success. Product knowledge, concept information, prospecting systems, software support and good service are vital areas that can be provided by a solid IMO. The best producers will tell you that not all IMO’s are the same. Align yourself with a company that has your best interests at heart. IMO’s like ISN Network have the resources that can make a huge difference in building your business.
In conclusion, the best of our industry have all mastered the techniques of prospecting. It is never a good idea to try to reinvent the wheel. These ideas are all tested and effective. ISN Network can be your link to this learning process. We are an IMO that has focused on helping producers build their business for more than 25 years.
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