People are our inventory. The art of marketing and prospecting is continually finding more people and knowing what to do with them. The science of marketing and prospecting is to develop the skills and experience to ensure that your marketing and prospecting efforts are as productive as possible. Finding people to see who fit your preferred prospect profile is vital if you are to realize your sales goals. The more people you see, the more sales you'll make.

Many advisers believe marketing and prospecting are the most challenging aspects of their career. In this unit, we will discuss the skills and examine the techniques you must master to develop a successful life insurance and financial services business.