Insurance prospecting is hard. But when it works, it’s like magic – and it makes all the pavement-pounding, hair-pulling days worthwhile. If you’re struggling to find prospects to talk to, you may need to revamp your life insurance prospecting strategies. Here are some ideas to get you started: The more methods you can use, the better. Don’t restrict yourself to hoping one or two strategies will get the job done. You need enough methods in your lead-prospecting hat – such as getting referrals and holding seminars – to ensure a steady “lead income.” If you haven’t yet dipped your toe into this lead-generation tool, now’s the time to do so. In fact, you need a strong online brand and easily “be found” by prospects online, or they’ll simply move onto another agent.Top Life Insurance Prospecting Strategies:
1. Don’t limit yourself to one lead-generation strategy.
2. Don’t let the internet hold you back.
3. Know what you do.
You need to know your brand so you can properly market yourself. Sure, you won’t turn down anyone who wants to buy life insurance, but your marketing should be directed at your niche, which could be business owners, centers of influence, Millennials, young families, etc.
4. Create a compelling sales letter.
Yes, direct mail sales letters still work, but only if prospects actually read them. Your direct mail opening must grab recipients right away, speaking not only to their problems but also positioning yourself as a trusted authority.
5. Overcome objections.
As you meet and interact with prospects, you need to be ready to overcome their objections to buying. Rehearse your responses to the various objections people give and you’ll be ready to move prospects onto the next phase.
6. Create a winning opener.
You can lure prospects into a discussion about life insurance by using an opening line that doesn’t create tension, but rather influences. You should want to get their attention and then build toward a more focused discussion.
7. Follow up the right way.
When you follow up with prospects – and you should be following up! – be sure to do so quickly and present what you have to offer the prospect, or what makes you special. Imagine that prospects occasionally hear from insurance producers, but regularly ignore these pitches because they’re “happy” with their current agent. But if you can set yourself apart by highlighting your unique selling proposition, you may pique their interest and get them to talk to you. If you go the extra mile, share a story about how you respond to clients. If you’re always available, describe how you deliver awesome service. Make it clear that you’re the best option out there!
8. Streamline your efforts.
Prospecting isn’t easy. It takes perseverance, consistency and speed. And when you’re busy with quotes, proposals and other tasks, it can be easy to shift prospecting to the backburner. If you identify the right targets and then prioritize your efforts towards the most rewarding ones, you’ll get results.
9. Use technology.
There are a ton of tools out there to save you from hours of prospecting work. Choose an efficient customer relationship management (CRM) tool to handle data management and prospect targeting, and free up your time to build connections.
Work smarter, not harder
These insurance prospecting strategies will you get back on track, so you’re working smarter, not harder.
For more information about strategies that help the insurance producers that work with us get better results, contact LWT today!
Which of these prospecting strategies are you going to try first? Which ones are already a part of your routine?
