Our list of prospect sources is organized from warm, high-leverage sources to cold, low-leverage sources. By consistently using a combination of warm and cold prospect sources, you can maintain the activity levels you need to meet your sales goals.

Try this! Focus your efforts on the warmer sources, such as on-profile natural market contacts and referrals, for these are the most productive. However, you may need to explore/consider some of the other, cooler sources as a supplement to your warmer sources as you discover which work best in your markets. Also, adapt these ideas and techniques to your own way of selling, and to fit your markets and prospects.

Source: Your "Natural" Market

Think of people you know, who know you, with whom you have leverage or third-party influence. This is your "natural" market. If you are a new agent, you should contact these prospects first.

Try this! Using Wayne Cotton's "Baseflow" or LIMRA's Project 100, Business 100, or Upscale 100 (depending on your general agent and markets), write the names and other qualifying, on-profile information of family members, friends, social acquaintances, former business associates, school contacts, businessowners, or professionals whose products or services you use, and people your spouse or children know well. At least 300 names is best for starters. In a later section, you'll learn how to get scheduled meetings with people in your natural market.

Source: Current Policyholders & Clients

Review any current policyholders to identify specific sales opportunities. These people have already bought from you or Ohio National, so you have leverage on them. They may, in fact, be some of your best prospects when they meet your preferred prospect profile. But, act quickly! Why let the competition take sales away from you?

Try this! Contact on-profile policyholders 30 days before age change review using Ohio National's Policyholder Annual Update (Form 2237). During each "Checkup," review the policyholders' family and business situations to see if changes in either have created a need/want for new or additional protection. Always ask for on-profile referrals.