The One Habit Successful Insurance Agents Schedule

By Bryce / December 29, 2014

Insurance agents who want to hit the ground running in 2015 need to check their schedules. Whether it’s a hard copy or an online calendar, take a glance and see whether there’s time set aside for regular prospecting.

Yes, I said it. Prospecting. Whether it’s phone calls, sending out mailers or otherwise intentionally seeking out qualified people you don’t know to talk insurance—prospecting is an important aspect to growing a business. It’s a tough job that many agents don’t enjoy, but even more agree that yes, prospecting is critical to agency growth and success.

If you are resolved that 2015 is the year to drum up new business through regular prospecting, here are five steps to make prospecting a habit in the New Year.

  1. Dedicate the time. Prospecting doesn’t happen overnight and it’s also not an exact science. Successful agents create a recurring appointment on their calendar and stick to it. That means spending several, dedicated hours—which may include evenings or even weekends—to catch people at home and have conversations about insurance.
  2. Invest in a lead generation product to uncover quality leads. Unsolicited referrals are great and the best leads, but these leads can be few and far between. That’s why products like Cole X-Dates is great for insurance agents. The product offers unlimited searches and downloads and also provides a reason to reach out to people including homeowners in your area who’s insurance policy is about to expire, auto leads and neighbors of your current customers.
  3. Be authentic. There’s an old saying that people do business with people they like and trust. Be honest and ask yourself the following questions: “Would I do business with myself?” “Do I have a sense of urgency when it comes to customer concerns and issues?” “Do I follow up when I say I will?” “Am I truly putting in the necessary time and energy to prospect?”
  4. Keep track of what’s working. Stop wasting your time, energy and even money on things that aren’t panning out. Are you tracking the ROI for Internet leads, billboards and bus stop benches? Do you know which marketing practices are reaching the most qualified prospects and getting them interested in having you as their agent? Do more of what’s working and less of what’s not.
  5. Don’t bite off more than you can chew. Remember, you have a book of business—customers who need your attention. So don’t think you’re going to start calling 1,000 prospects today. Start with a prospecting schedule that’s manageable and build from there.

Besides prospecting, what other habits do you want to start in 2015? What steps are you taking to make it happen?



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