prospecting | Producers eSource Insurance Selling Tips & News

Getting Introduced to Affluent Prospects [With Bonus Download]

This month’s article from Bill Cates is inspired by strategies covered in his new book Beyond Referrals. In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between your referral source and the new prospect. Unfortunately, too many advisors settle for what we call suggestions. With a suggestion, your referral source (client or center of influence) has given a referral (hopefully more than one), contact information, and some information about your new … [Read more...]

Filed Under: Bottom #1, Client Acquisition, Prospecting/Referrals
Tagged With: affluent prospects, prospect, prospecting, Referrals

Unusual Places to Network – or What I Call Serendipitous Networking Everywhere

» By Andrea Nierenberg

Prior to starting my own consulting firm, shopping for unusual items was an interesting pastime. Little did I know that such a "hobby" would result in a $50,000 sale for my business. It all started when I bought an outfit from a salesperson who I decided to stay in touch with afterwards. After this first purchase with this salesperson, I got to know her by stopping in to say "hi" and by referring many other shoppers. She returned the favor by suggesting that I contact the new management team … [Read more...]

Filed Under: Bottom #2 and #3, Client Acquisition, Networking, Prospecting/Referrals
Tagged With: Networking, prospecting, Sales Tips

The 6 Steps to Build Your Referral Pipeline Through Positive Networking

» By Andrea Nierenberg

Networking, which builds strong relationships, is regarded as the critical skill to find new clients and to keep the ones we have. Networking helps to create long-term working relationships by building them based on respect and with patience. However, networking sometimes has negative connotations, because often the people who traditionally network make new connections for the sole purpose of collecting names rather than establishing quality communications. These people fail to do the … [Read more...]

Filed Under: Bottom #1, Client Acquisition, Networking, Prospecting/Referrals
Tagged With: prospecting, Referrals

How to Get More Referrals from a Networking Group

» By Michael Goldberg

Get more insurance referrals from a networking group

I was inspired by a question asked of me by a top producer at, well, a top producers meeting. I belong to a referral group that meets once a week for the past 4 months. No sales yet. What could I be missing? I guess you can see why I didn’t use this as the title. Anyway, great question nonetheless! It’s hard to say what this agent is missing since I’m not attending the events with him. That said, I answered his question with a few more questions. (I’m funny like that.) Only he … [Read more...]

Filed Under: Client Acquisition, Networking, Prospecting/Referrals
Tagged With: prospecting, Referrals, Sales Tips

Getting Introduced to Affluent Prospects

» By Bill Cates

Here are some strategies to improve your chances of getting connected with your new referral prospects – especially those more affluent prospects. In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between your referral source and the new prospect. Unfortunately, too many advisors settle for what we call suggestions. With a suggestion, your referral source (client or center of influence) has given a referral (hopefully more than one), contact … [Read more...]

Filed Under: Client Acquisition, Prospecting Pointers, Prospecting/Referrals
Tagged With: prospecting, Referrals, Sales Tips

Is Phoning Dead?

» By Gail B. Goodman

There are a million reasons to believe that using the telephone is a futile way to set an appointment. Two years ago at MDRT a main platform speaker waved his phone in the air and announced, "This is DEAD!" Several attendees who knew me made a point of repeating this pronouncement. My reaction? Just a wise smile. At every seminar, my group has "the conversation" about emailing, texting and phoning. It seems that in our highly technological world, the phone is at the bottom of the … [Read more...]