Increase Sales - How Prospecting Has Changed Forever

There was a time when poor prospectors could eke out a living through a ton of sweat equity. That time has come and gone. If you don't know how to effectively prospect now you'll get forced out of the industry in short order... even if you're a veteran agent.

It's not your fault the rules have changed. It's not even the fault of the insurance giants, well not entirely, that the rules have changed. You can lay blame on the fear, outrage, and antagonism an unsettled economy ripe with bailouts and bankruptcies has produced.

You've heard the expression, "He doesn't suffer fools". Well your potential buyers are done suffering fools. They have zero tolerance for the poor slobs who mistakenly approach them about buying insurance.

It's amazing how the simple utterance of the word "insurance" can transform nice even tempered folks into spit flying maniacs. It's as though the sound of the word alone immediately indicates a no holds barred open bare fisted blow out. The emotion unleashed is shocking.

Or just the opposite happens. There's absolutely no emotion other than boredom and annoyance. You are "gotten rid of" in short order.

The real kick in the shorts is that people need insurance. They even have to have certain types of insurance by law. Yet there seems to be a disconnect, a short in the wiring or something, because your buyers have no perceived need and place almost no perceived value on insurance. That is, of course, unless they don't have it when they need it most.

I hate to tell you this, but... it's all your fault. Well, okay, it is and it isn't your fault. It is your fault because you simply don't know how to communicate with your best future buyers. It isn't your fault because neither does almost anyone else who happens to sell insurance.

It's a case of the blind leading the blind into the mouth of the snorting fire breathing dragon.

Plus people are ticked off quite frankly that the greedy insurance companies not only want their premiums they want tax payer dollars to throw lavish parties and pay out totally over-the-top bonuses. And no one seems to know just who is going to fail next. All previous safety nets seem to have disappeared.

So here's what you must never forget if you're ever going to get really good at prospecting. Your best potential clients have problems and challenges. Unbeknownst to them many of those problems and challenges are directly or indirectly solved through an insurance product. Yet insurance products in and of themselves don't provide solutions. You provide solutions.

Put simply effective prospecting is the result of solving problems and selling solutions. The key is in the way you communicate that information.