Prospecting is hard. I get that and so do you.
But I also know that great things happen to those willing to put in the hard work!
Cold calling is hard, which is why insurance agents don’t want to do it much. But you can’t argue with the results. It simply works.
But so can email marketing and cold walk-in visits.
Yes, even cold walk-in visits can result in an immediate client!
Take, for example, the below true story from a producer named Stacie, who is one of my sales coaching clients in Nevada.
Stacie is fairly new to producing, but she’s going to be awesome.
How do I know that?
ANSWER: Because she is willing to put in the hard work to get new clients.
(It’s strange, but those kinds of producers are becoming harder and harder to find these days. I wonder why that is?)
Below is an excerpt from an email she sent me recently. It is a wonderfully refreshing example of what can happen if you simply prospect!
I am convinced that 15% – 20% of commercial insurance buyers in the USA are either not happy, not satisfied, or otherwise not loyal to their current agent. And when you find those prospects and give them a reason to begin doing business with you immediately…great things happen!
I dropped of a Medical Flyer thinking that was the type of business I was visiting, after an appointment I had next door. The manager of that business called me later that day and asked if I would come over for a meeting. I met with him and the director of what was actually a Non-Profit for Health and Wellness Center (including alcohol counseling), but not a doctor’s office like I originally thought. During the meeting I uncovered that they are tired of not hearing back from the current agent when they leave voice messages that never get returned. Once I found their pain, I reviewed with them my commitment to customer service, the amount of times per year they would hear from me and/or my staff, and asked for their signature on my Broker of Record Letter. They signed it right then, that first day!
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