Unassigned (or "orphan") policyholders are ideal prospects when on-profile and a great source of activity. These people already do business with the company, may need additional protection, or know others who do. In fact, they may be wondering why no one has called!

Try this! Ask your general agent or trainer about "orphan leads" who fit your profile. Then, contact these policyholders for scheduled meetings to bring them up to date on their policy, show your process and inform them of the wide range of competitive insurance products and services you can provide. If they won't agree to a scheduled meeting, or are not ready to buy now, ask when the best time would be to call again, and merge them into your client contact management system.

Source: "Checkbook" Prospecting

Get out your checkbook; make a list of everyone you have done business with locally in the past 12 to 18 months. You know these businessowners and professional people, and they know you — this gives you leverage.

Try this! Add on-profile "checkbook prospects" to your prospect list. Then, the next time you give them your business, ask for theirs.

Source: Professional advisers

Practicing accountants, CPAs, attorneys and trust officers may have considerable influence with prospects and clients. In addition to being prospective clients themselves, they can become powerful centers of influence. Actually, professional advisers are often quicker to give referrals than to discuss their own situations.

Try this! Start with your own CPA or attorney. Over breakfast or lunch describe how you do business and what you offer your clients. Explain that you grow your business the same way they do, and that referrals are a two-way street with traffic moving in both directions. When you're comfortable with that approach, find out which legal and CPA firms are the most influential and/or respected in your target markets and deliver the same message.