Thursday, 22 March 2012

Porspecting your way to more sales


By prospecting everyday, all the time, you’ll develop an abundance of prospects and an abundance of prospects assures better persistency.

Having a large number of prospects not only increases new business production, it also has a very positive influence on persistency because you have the opportunity to choose whom you see.  Naturally, you’ll pick the better prospects - those with the ability to pay for and the commitment to keep their policies in force.

On the other hand, if you have to struggle to find prospects, you will settle for any suspect you can get.  Not only is this a very poor way to increase your deposit sales but the persistency on these sales is guaranteed to be sub-par.

From a persistency standpoint, then, the primary consideration in prospecting is numbers.  You need to prospect every day in order to have the kind of prospect selection you want for scheduling sales interviews.

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