Success in any market relies in part on the agent fully understanding that market. In the case of the charitable market, this can be achieved by becoming personally involved with the chosen charity. Doing this enables the agent to gain firsthand knowledge of a charity's system for raising funds. It enhances the agent's credibility in that market sector and, more importantly, helps the agent earn the trust and respect of the development director and other prominent charity members.

Becoming personally involved in a selected charity gives sales associates a practical means of approaching prospective clients.

Ask Current Clients

The simplest and quickest way to begin to market life insurance in the charitable arena is to ask your current clients if there is a charitable organization toward which they feel strongly, such as their church, temple, alma mater, hospital, or even the local symphony. With clients who express a strong charitable interest, you may discuss the benefits of a gift of life insurance. In this situation, you are working with someone with whom you already have a relationship of trust and respect.