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Prospects are everywhere, but to be effective, on-profile prospecting must be planned, purposeful activity, not a series of random efforts to generate names. Large numbers of people need and want your products and services. Surveys have shown that these people are not being directly approached often enough about their insurance needs and wants.

Though not everyone is a prospect for you, an incredible array of sales opportunities are at your fingertips. With the right prospecting skills and good work habits, you can create a steady flow of on-profile prospective buyers for your Activity Funnel, and will easily identify needs and wants and concerns, which can be addressed with your products and services.

Prospecting — Problem & Opportunity

Prospecting is both a problem and a unique opportunity. It's an opportunity in that not every business or professional person can take advantage of it. For example:

A retail business can advertise, but the businessowner must depend on customers coming through the door — and it can be a long wait.

Many professionals rely on referrals and introductions. This is a very effective, professional, preferred way to grow a practice.

On the other hand, you can market yourself and sell your products as energetically as you wish, and in as many ways as you can. The world may not beat a path to your door, but you can show people the way!

Prospecting is a problem as well as an opportunity, however, because it is something that must be done continually. It doesn't take care of itself, and it is not something you can delegate. It is a process; it must be a continuous habit, and you must do it for yourself.