Who are you chasing? What is your target? Are you going after rich or poor clients?
I mean, I feel like a single guy looking for a girl sometimes. Why chase an ugly girl, when you can chase a good looking one?
Sometimes you have to stop and think about whom you are chasing or who is your targeted market.
Let’s say Bob the agent sells 4 apps at $25.00 a month each. But Tom the agent sells 1 app at $100 a month. Who worked harder? Didn’t they make the same amount of money?
A lot of time when I’m prospecting, I’m thinking about who is my target. Example I love business owners, I love people that have bank cd’s, I love middle class to rich people and I love clients that already want to buy the insurance before I get there.
I can go fishing and just hope to catch whatever hits my line, or I can use a certain kind of bait that attracts a certain type of fish.
I mean the bottom line is I want to help every client that I can and I won’t turn down anyone that I can help. I mean, I’m like a deer hunter. I might shoot any deer I come across, but I really want that big buck. That is whom I’m chasing.
If you are going to buy leads from a lead source, go after the prospects that have money.
A lot of time and effort is wasted chasing poor prospects.
Some agents can write 1 app that is equal to 20 apps that someone else is writing. I mean you can catch 100 fish or 1 whale.
I just want you to take a moment and think about who you are prospecting to or trying to go after. Also don’t count yourself out and think that you can’t catch a big fish. You can only do what you think you can do. I’ve done things that you just would not believe in sales because I was not afraid of failure and I went after the big fish. Work smarter, and not harder.
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
Your premise is sound and on the surface is very logical. I only see one flaw in that line of thinking.
Typically whales are a lot more difficult to catch than salmon are although they do provide a lot more meat. I would rather fish for salmon and snag an occasional whale than spend all my time and resources trying to catch one whale.
I can catch salmon all day every day and have something to eat every night and begin filling my freezer with them. If one salmon gets rotten and I can no longer eat it I still have a freezer full of them. If the whale turns rotten and is no longer eatable that is a huge loss for me and my freezer that was full of meat may now be half empty.
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Medicare Supplement Sales Training and Coaching.
"The Perfect Contact Management Program (CMP) for the Insurance Professional" www.YourInsuranceOffice.com
877.633.0808
Paul, I just figured out your next best Avatar, you should be Pai Mei from Kill Bill vol. 2, that is who you remind me of.... But keep the Dos Equis guy up there a little bit longer.
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"First by deflation then by inflation, central bankers will deprive your children of all land and liberty"
"Central Bankers are more dangerous than standing armies"
So mark, how can we prospect to these bigger carrots?
Why not do both? The baby carrots will keep you crunching all day and you can add that big carrot in here in there ...
Its seems to me, though, the upper class are more likely to go to their financial advisor ... right?
Just curious and interested to try your system ...
Be a financial advisor...
But seriously, Mark, Frank and Paul are right. Whale hunting will make you grow, salmon fishing will keep you fed. The trick is to do just enough salmon fishing in the beginning to keep the bills paid so you can land the whales. Also, salmon know the whales, so land enough salmon and they'll refer you to the whales.
Let’s say Bob the agent sells 4 apps at $25.00 a month each. But Tom the agent sells 1 app at $100 a month. Who worked harder? Didn’t they make the same amount of money?
That depends. "Let's say" one app lapses. Who is in the better position?
My experience in the P & C end of insurance years ago was specializing in Long Haul truck insurance. A big fleet operator always looked good but the competitiuon for them was incredible. It was the small fleets and the 1 & 2 truck operator that made me $$$. Easier to satisfy, easier to service and seldom lost them. Also if you did lose one the $$ damage was negligible.
Yep all good advice but make sure that you always follow through on your appointments. Just because it is a rundown house doesnt mean there isnt any opportunity. I wrote a $300,000 annuity from a house that was a total dump. Also make sure to go to the house that is a dump and they are both on Medicaid. Dont assume anything is there and skip the appointment. I didnt do anything with them but I got a referral that led to a $25000 whole life policy and a $100,000 annuity. Things are not always as they appear. But all of the advice given above is spot on.
I dont know if anyone on here has used this phrase before but remember "Pigs get fat, and hogs get slaughtered!" I just like that phrase.
Are You Chasing Poor Clients?
Re: Are You Chasing Poor Clients?
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