Prospecting

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LET’S DO SOMETHING ABOUT PROSPECTING : 

Vol. 5 of LIMRA’s Agent Development Library LET’S DO SOMETHING ABOUT PROSPECTING Lorelyn T. Dumaug

What are your PROSPECTS”? : 

What are your PROSPECTS”? Prospecting can be your biggest problem, your biggest headache, or it can be your greatest opportunity, your greatest challenge- depending on your attitude toward it.

Develop prospecting habits early. : 

Successful agents practice self-organization in prospecting and in other activities. Unsuccessful agents never form habit of daily prospecting. Successful agents form an early habit of getting and qualifying a minimum of four prospects a day. Develop prospecting habits early.

What habits do you need? : 

Getting names of people. Qualifying these people. Recording this information. Getting introductions to People. Eliminating “China eggs”. What habits do you need?

What is your prospecting attitude? : 

The successful agent regard prospecting as a means to reach t he right people with a story that he or she believes in strongly. Prospecting is a process, not a problem. What is your prospecting attitude?

How do you qualify a prospect? : 

Chapter 2 How do you qualify a prospect?

How do you qualify a prospect? : 

A need for life insurance. Ability to pay for it. Acceptable to your company. Approachable by you. How do you qualify a prospect?

1. Use personal observation. : 

Get into the habit of being sincere when you ask the usual “amenity” questions to remember and later record the answers that you get. 1. Use personal observation.

2. Be aware of changes. : 

Success in business depends on a constant evaluation of people, their potentials, their changing needs. Develop a 24-hour awareness of what makes an individual a potential customer. Be aware of changes. Concentrate on getting information about the one name until you feel you have definitely located a salable need. 2. Be aware of changes.

3.Can the prospect pay? : 

“Give me a prospect who can pay, and I will find a need for one or more of the products that my company has to offer.” When agents knew the proximate income of their prospects, they made more sales that when they did not have this information. 3.Can the prospect pay?

4. What specific needs the prospect have? : 

Once you know enough about the prospect, you will be able to change his/her needs into desires. You will have the right approach. You will hit the prospect’s “hit button” 4. What specific needs the prospect have?

5. Changing situations create changing needs. : 

Increase family responsibilities Increase business responsibilities Increase personal income Increased business income Increased receptiveness to life insurance 5. Changing situations create changing needs.

6.Can the prospect pass? : 

Only about 2 percent of the applicants for life insurance are actually turned down, and only 4% receive extra-rate policies. So the question should not worry you. 6.Can the prospect pass?

7. Can you approach the prospect favorably? : 

The story of life insurance is a wonderful story, but somebody has to listen to it. Get the chance to tell our story under favorable circumstances. 7. Can you approach the prospect favorably?

BE A GOOD DETECTIVE! : 

BE A GOOD DETECTIVE!

Thank you for listening! : 

Thank you for listening! Lorelyn T. Dumaug