ArticleBlaster Strike Gold With Effective Prospecting

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Please consider this free-reprint article written by:
Michael J. Beck

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Article Title: Strike Gold With Effective Prospecting
Author: Michael J. Beck
Word Count: 973
Article URL: http://www.isnare.com/?aid=57406&ca=Marketing
Format: 64cpl
Author's Email Address: mbeck[at]theinsurancecoach.com (replace
[at] with @)

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Whether you�re looking for new agents or new clients, the key
to finding them is effective prospecting. There are numerous
ways to go about prospecting. Some of them are active methods,
while others are passive. Active prospecting methods are things
like Personal Observation, Public Speaking, Agent and Client
Referrals, Networking, and Centers of Influence, while passive
methods include using the internet, newspaper advertising and
direct mail campaigns. Both passive and active prospecting will
produce results, however they differ in efficiency and
effectiveness � and understanding those differences will make
all the difference to you and your results.

Passive methods are easy to implement, but are actually pretty
inefficient. They attract 1) �tire kickers�, 2) people looking
for a job, 3) price shoppers, and 4) people simply looking for
a way to make money. Please understand, these methods do
produce results and can uncover fantastic people who become
great agents or clients, but generally the quality of results
is poor. When these methods are implemented, plenty of activity
is generated, but few prospects become agents or clients. The
passive methods appear to be very efficient, but they produce
so much worthless activity that they become extremely
inefficient.

Active methods, on the other hand, take more time on the front
end, but because they are so much more effective end up being
much more efficient. They are so much more effective because
interviews/meetings are only generated with people who have an
interest in working with you, and share your purpose and
passion. Agents often coming on board because they identify
with you and what you stand for, they see it as a good
opportunity to build a future, and they see the opportunity as
one that offers unlimited financial growth. Clients decide to
work with you because they see who you are, and identify and
respect you and what you believe in. Not only are active
methods more effective, but agents who are recruited through
active methods historically are better producers and clients
created this way are more loyal.

Why Active Prospecting Is More Effective

For Recruiting:

� A key to a successful recruiting program is to effectively
identify candidates with an �owner� mindset. Candidates with an
owner mindset are better at taking initiative while candidates
with an employee mindset are better at taking instruction.
Candidates with an owner mindset are self-starters who
recognize the correlation between their success and the amount
of effort they put forth � in fact, they thrive on this. They
take initiative, they think independently and they tend to
succeed when they�re given the freedom to do things their own
way. These are the kind of candidates that make up the
foundation of any winning sales force. Active recruiting allows
you to better identify candidates right from the start who are
inclined to be owners rather than employees.

� People who respond to recruitment advertising are generally
looking for something better than what they have. Either
they�re unhappy with their current situation or they have no
job at all. Now� think about whether you�d rather have a
prospective agent who is happy and productive where they are or
someone who is unhappy and maybe even unproductive where they
are? Most territory builders would always prefer a candidate
who is already productive and happy. They want someone who has
a positive attitude and good work habits. By seeking out
candidates who are closer to your ideal with respect to
productivity, attitude and drive, you end up with agents who
are productive, positive and successful

� Ever get frustrated with the production of your agents and
wonder how to motivate them? This is a prevalent challenge
within the industry. The cause for this issue comes from how
the agents were recruited. Not only are many agents recruited
through advertising, but, often what the manager is passionate
about isn�t communicated. Without a worthwhile purpose, it�s
pretty difficult to attract and keep the right kind of people �
people who are happy, energetic and highly productive. In case
you doubt the validity of this observation about the power of
personal attraction, look over your agents and see who the
highest producers are and/or the ones who are most responsive.
Typically they�re the agents you personally recruited rather
than the agents you �inherited�. When you actively recruit, you
create the opportunity to let a candidate see what you�re about
- what matters to you. You end up attracting like-minded
people.

For Prospecting:

� People do business with people they like. The only way for
others to get to know you is by getting out and meeting people.
When you do your prospecting passively, they don�t get to know
you at all. They are simply responding to something they read.

� People are attracted to someone who stands for something and
has a purpose. When you spend time clarifying what sets you
apart from everyone else and spend time clarifying your
purpose, and then communicate them effectively, you will
attract like-minded clients who identify with you and become
loyal to you.

� The best way to keep clients is to build a relationship with
them. Without a relationship, they simply become price-shopping
customers. With a relationship, they become clients who will
stay with you and become clients who refer others to you. It
perpetuates success.

Active prospecting allows you to attract the kind of people you
want, allows you to meet with only those people who are likely
to succeed and stay with you, and allows you to build a team of
loyal, professional, hard-working, responsive and successful
agents or a solid book of loyal clients.

Break out of the internet and advertising routine. Start
powering up your prospecting and boosting your success!

About The Author: Written by Michael Beck, �The Insurance
Coach�. Michael, an Executive Coach and Recruiting Activist,
helps insurance professionals succeed faster and easier. He can
be reached at 866-385-8751 or mbeck@theinsurancecoach.com Visit
http://www.InsuranceAgentRecruiting.com or
http://www.ClientProspecting.com to learn more.

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