Some of Mark Rosenthal's Prospecting
Work Your Existing Clients
Be sure and work your existing clients each year and keep in touch with them.
I send my clients a birthday card every year. Two weeks after their birthday, I call them on the phone. I ask
them if they got my birthday card that I sent to them and then ask them if they need to update their existing
polices. Example, did you recently buy a new home, get married or remarried, have a baby, or need to change your
existing beneficiaries, and then I offer some of my new free services. I offer them a free credit report each year
and tell them about anything else that I'm offering.
They sometimes tell me that I'm the only one that remembers their birthdays and calls to check on them every
Agent's make a big mistake of never contacting the clients again after they sell them.
You Don't Sell Insurance. You Answer
Most of the clients don't
understand insurance and it is your job to explain it to them.
I know of some agents that are teaching seniors about all the
different kinds of insurance and then offering their services to them at the end.
Instead of asking do you need to talk to an agent about buying
insurance, ask them if they need to talk to an agent about answering some of their questions about
I want to ask you something but not buy something. That is what a
lot of clients think. If you educate them on insurance and why they need it, then they will buy it. It is that
In school I could learn by the book or looking on the internet on
many subjects. But a lot of time, I would just go direct to the teacher and ask them to explain it to me. This
applies to clients and agents also.
I'm even thinking about making up a survey on a website for the
clients to answer and testing them on their answers. The wrong answers would come up after the survey/test and tell
them what the correct answers are in my opinion and then of course advertise my services.
Service and teach the client and do what is best for them and it
will always pay off in the long run.