When a new sales recruit looks at a seasoned life insurance agent, he/she might comment to themself, "I wish I had their client list". What most don't realize when you start off in your new career as a life insurance agent, is that the most expensive part is developing your client base.
I've been at the start of a sales process where I scratch my head and say, "where do I start" looking for prospects. I have then gone out, checked out a thousand places to figure out who was buying my product or service. All the while knowing that I'm going to strike out with a high percentage of the people and companies that I contact.
Cold prospecting, though not easy, does have one benefit. You do not need cash. I've been able to set up businesses with little or no cash by taking the time to do cold prospecting. That's why there is an appeal for cold prospecting.
Most times the people who have a good reputation and a large client base are those who have put in the agonizing hours working their prospects. As time has passed they've gotten better at getting to know people and developing word of mouth. But in the beginning they've had to do the up front work.
Those who are impatient often take short cuts and then quit because they don't get the results they want. If you want to stay in business, you have to go the distance to learn the necessay skills required. Often, you learn by your mistakes.
Take the time to learn the sales trade.
THE QUESTION: Deal directly with life insurance leads or take the time to learn how to cold prospect?
