At first, most new producers focus on their "natural" or "affinity" markets. These are people in your area who you know or who know you, including family members, friends, acquaintances, former school or business associates, local businessowners or professionals you patronize, and so on.
Try this! You can easily identify your natural market by listing everyone you know in your area who will agree to meet with you on the strength of your relationship with him or her. See how many names you can come up with. This will be the beginning of your first prospect list.
You also should quickly begin targeting your efforts toward other groups that meet the criteria of a "market." Your general agent or trainer will help you identify and develop one or more markets (in addition to your natural market) that are right for you and where you'll have the very best results.
