Young Agent Need Help with Prospecting

Jul 27, 2015

  1. Hanabi
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    Hanabi New Member

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    I am a 20 year old Life and health agent in CA. I had recently switched to an internship contract to finish my college education without the pressure of hitting numbers. As a young agent, what I find the most difficult with the industry is finding clients. Being 20, the people I know are all around my age and just getting by so I feel like I don't really have a natural market to break into. The only advice I receive from my sales manager is "Go out and meet new people. At least 2 a day." and although that probably works, i feel it is very vague.

    I figured that a lot of people coming into this industry don't start as fresh in the work force and have tons of people they can talk to such as past coworkers. Although I have considered purchasing leads (my company does not offer them), I haven't found a good website to find them. I have even considered taking a part time job just to meet people and build relationships with coworkers and clients.

    So my questions are as follows:

    If you guys were to recommend cold leads, which website is the most reliable?

    What part time jobs are available where I can meet prospective clients and build relationships with them?

    What is the best way to find prospects with a very limited natural market?


    Thanks!
     
    Hanabi, Jul 27, 2015
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  2. DHK
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    DHK Guru

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    Here's the ONLY part-time job you need right now:
    - No hourly wage or salary of any kind.
    - No employee benefits.
    - No office.
    - No tools other than what you provide for yourself.
    - Spend up to 4 hours per day (remember, this is PART-TIME, right?) either calling people or door-knocking to introduce yourself. You can stop after you've set three appointments for sometime in the next 2 weeks.
    - Do this every day Monday - Friday.

    You should study the Edward Jones model of prospecting. They are given a geographical area around the office location they plan to have. They knock on doors to introduce themselves.

    Their goal: Collect 25 names, addresses, and phone numbers EVERY DAY of people who will allow them to follow up with them in the future.

    That's 25 per day, 125 per week, 500 per month.

    That's a lot of work.

    All YOU have to do is talk to people about what you do and SET 2-3 APPOINTMENTS PER DAY for sometime in the near future. Sounds a lot easier than getting 25 people to give you permission to follow up again.

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    If you'd rather cold-call by phone, here's a decent source of lists for $50/month:

    ListShack.com | Unlimited Sales Leads
     
    DHK, Jul 27, 2015
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  3. WinoBlues
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    WinoBlues Guru

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    My in depth recommendation - get a new manager.
     
  4. rousemark
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    rousemark Still Here!

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    You might give a little more detailed info so folks can try to help. What market do you hope to target? What products do hope to present? What company are you with? I assume you are captive.
     
  5. Hanabi
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    Hanabi New Member

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    @Rousemark

    For more background:

    I am currently with MassMutual as an intern and plan on going in as a Career Agent. As for markets i hope to target, I want to eventually break into the medical professional market with Disability Income. I can see myself selling a lot of Whole Life. Further down the line, when everything is up and running on a referral basis, I want to get into the broker side of the business with MMLIS and get my securities licenses
     
    Hanabi, Jul 27, 2015
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  6. DHK
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    DHK Guru

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    You can always check out "Blue Chip Prospects" - lol.

    You are too new to have such a specific target. I don't care what the "market report" tells you.

    You have 1 job - to be profitable TODAY.

    There are two markets: Residential and Business

    Within Residential, there are two markets: Personal and Retirement Markets.

    My recommendation: Start learning BASIC ways and methods to approach the personal market first. Retirement and business planning will take more time to learn and master.

    If you want to get a clear jump-start on learning how to prospect, fact-find, present, and obtain referrals, you need the following very AFFORDABLE links:

    Watch the video training available here for $25/month:
    http://www.insuranceproshop.com/insurancemarketing/insurancemarketing.html

    Mastering Client Referrals ($37 one time):
    http://sandyschussel.com/products/


    I was once a career agent with MassMutual in SoCal - the Westlake Village office to be specific, with a different GA. You sound like you're drinking a lot of kool-aid, but aren't able to get the job done. Kool-aid won't pay the bills.

    Simplifying your profile and your process so you're closing 2-3 deals a week... THAT is how you make it in this business.


    Read this thread too: http://www.insurance-forums.net/for...nsurance/guidance-new-life-agents-t29999.html

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    I predict, that unless you think differently, you'll be out of this business within 6 months... and that's being overly generous.
     
    DHK, Jul 27, 2015
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  7. Glassesdude
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    Glassesdude New Member

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    I am very new to this business myself. if I was in your shoes i would meet with your natural market( May or May not sell them something small if there's a need) and once they see the value in what you can do, try to get them to refer their parents, co-workers or siblings.
     
  8. NewbieNewbie
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    NewbieNewbie Super Genius

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    DHK good stuff.

    Glassesdude "natural market" for realzzzz. The guy is 20 and selling insurance. The natural market for a 20 year old would be great advice if selling keggers and pot. Hell he even gets that the "natural market" is not the way to go.

    To the op DHK gave some pretty solid advice and good news is for a captive you have some solid WL products.The reality is tou are going to have togrind for a few years. Be a generalist at first then let the specialist part come naturally. It will.
     
  9. Gooner
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    Gooner Guru

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    Dude I sold a 19yo waitress today and have a be back for her dad this week. Young uns will buy...just gotta know what button to push.
     
    Gooner, Jul 28, 2015
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  10. KidsGotHeart
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    KidsGotHeart Guru

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    I agree with the EJ way, but one thing a lot of people struggle with is, your time is more valuable than the prospects time. If you can understand that prospecting becomes a lot easier.
     
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