You Can Have More Prospects Than You Can Possibly Handle! By Lew Nason At Isnare.com Ezine Articles

For the past 9 years, ever since we introduced the Insurance Pro Shop in November of 1999, we've been telling agents across the country... "You can be in front of more of the 'RIGHT PROSPECTS' in one month than most agents will see in an entire year." We've been helping agents to recognize that prospecting doesn't have to be hard or frustrating, if you learn the 'Insider Secrets' of how to properly and effectively market your services. And, effective marketing is all about you delivering... The 'Right Message', to the 'Right People', at the 'Right Time'!

Some agents have immediately grasped our message, applied the techniques we recommended, and in a matter of only a month or so they've been able to double and triple their commissions and/or fees to $20,000 - $50,000 per month. For other agents, it's taken six months, to a year, to double and triple their monthly income. And, unfortunately there are many agents who are still struggling, because they don't seem to get the message at all.
Each and everyone of you can have more prospects than you can possibly handle, within the next six months, if you'll recognize that this, or any business you're involved in, is about your ability to consistently attract the 'RIGHT' people to you. Your success in business is ultimately determined by your ability and willingness to market yourself and your services to your ideal prospects.

So, let's get down to some critical issues...

If you want to have more prospects than you can possibly handle, then you'll want to be attracting the people you have the best chance of setting an appointment with and selling. And, it's actually incredibly easy, if you follow three critical steps... avoid two common mistakes... and learn one simple truth!

It starts with these critical three steps...

The 'Right Message', to the 'Right People', at the 'Right Time'!

Step One...

The 'Right Message' is really about you deciding what specific problem you are going to specialize in solving for people, to attract them to you. If your prospect doesn't see they have a problem, and understand how you can help them, is there any reason for them to take their precious time to meet with you, let alone buy from you? (And, it's not about your hot new products, having the lowest premiums, investment returns, a slick new sales idea, the companies you represent, or your credentials!)

Step Two...
The 'Right People' is about you deciding who the best prospects are for the specific problem you are solving. What specific group of people need and will benefit the most from your services; can be seen on a favorable basis; and have the ability to pay for your services?

Step Three...

The 'Right Time' is making sure people see your message when they are ready and able to take action. People buy when they are ready to buy, not when you are ready to sell. So, if you want to sell them you must be constantly in touch with your best prospects, so you are there when they are ready to buy.

Avoid These Two Common Mistakes

Most agents want to believe that marketing is something you can do every once in a while when you decide you need more prospects. They believe it's like a water facet that you can just turn on whenever you need water.

Consider, the only reason you can get water immediately from your facet, is all the behind the scenes hard work the water department does 'everyday' to keep the water running fresh and clear. Your marketing, attracting the right prospects to you, requires the same daily attention, if you want to keep a steady flow of the 'Right' prospects.

Second, contrary to what most agents are being taught today, effective prospecting is NOT a numbers game. The 'old fashioned' prospecting approach most agents learn is that if you contact enough people, (buy enough leads, cold call enough people, run enough Ads, or send out enough sales letters) you'll eventually find enough prospects, to set enough appointments, to close enough sales, to make the income you want. This 'Numbers Game' approach to prospecting can work to some extent, if you work with large numbers of people, and you do it consistently. However, even when you do work with large numbers, and do it consistently, the results can be very sporadic. You never know who will read your Ad or sales letter and then respond. The main problem is that you are generally following-up the responses to try to set appointments with people who have never heard of you before.

One Simple Truth

People always prefer to work with someone they already know and can trust. The more good things people hear about you and the work that you do, the easier it's going to be to get them to respond to your offers, set appointments, and buy from you.

So, what does all this mean...

What it all means, is that if you want to have more prospects than you can possibly handle; If you want to be in front of more of the 'RIGHT PROSPECTS' in one month than most agents will see in an entire year; then you must have a 'complete' marketing plan that you work on everyday!
The more time you spend on developing a well rounded marketing plan, tailored for your unique situation, the easier and more profitable your financial services career becomes!

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