Ready to Sell More LTC Insurance?
Implement Powerful Prospecting Strategies

1. Build Your List

2. Do Your Homework

3. Develop Your Approach

4. Make Contact

5. Follow-up.

Let’s go deeper.

Strategy # 1: Build Your List

It is absolutely critical to build your prospect list … and continuously keep it fresh with new prospect names.

Family Members:

Father/Mother
Father-In-Law/Mother-In-Law
Grandparents
Children
Brothers/Sisters
Aunts/Uncles
Nieces/Nephews
Cousins

Friends:

Friends
Neighbors
Co-workers
Former co-workers
Church members
Military
Classmates
Alumni
PTA

Acquaintances:

Doctor
Lawyer
Banker
Other (non-competing) Insurance Agents
Barber
Grocer
Gas station attendant
Dry cleaner
Postal worker
Beauticians
Jewelers
Waiters/Waitresses

Business Associates

Business Salespeople
Car Salespeople
Business owners
Office managers

Organizations:

Political clubs
Civic groups
Rotary
Lodge
Elks
Moose
Brotherhoods
Merchants
Boosters

Strategy # 2: Do Your Homework.

You worked hard to build your list, now you need to work even harder to build your database of information about them.

Where do you find the information? Everywhere!

You can start with Google or your preferred search engine. Next, dive into social media – Facebook, LinkedIn, Instagram, Twitter and hundreds of others!

If you are investigating businesses – try Data.com or Manta or even Hoover’s.

You’ll find out more about people then you could ever imagine.

Strategy # 3: Develop Your Approach.

You probably hate scripts, but develop your script anyhow.

Know exactly what you will say to get through the gatekeeper.

Know exactly what you will say when you get to the decision maker.

Leaving a voice mail message? Script it!

Next, write your follow-up email for when you connect and when you don’t.

Would you go into a football game without your playbook? Not if you want to win the Super Bowl!

So get your “plays” down cold, practice them, then get in the game!

Strategy # 4: Make Contact!

You will need to be organized and have systems to keep track of your dials, connects, conversations and next steps.

There are many easy to use and inexpensive systems to help organize your information, Just Google “CRM” – Customer Relationship Management systems.

Strategy # 5: Follow-up!

Don’t leave this important step to the end – be prepared to follow-up, then follow-up again and again and again.

There you have it – five strategies for powerful prospecting.