Peter Baigent's article reminded me of a Crown Life manager I knew decades ago. Pierre, in telling me about his trip to Rome, and audience with the Pope, said, "You know, he'd make a good insurance agent because he divides the population of the world into just two categories."
This clued me to ask, "How does the Pope divide the world?"
And Pierre replied, "Into prospects, and policyholders!"
Peter Baigent goes one step further. When he says "everyone is a prospect" he's not excluding policyholders.
So when you are prospecting don't forget your policyholders.
The December issue of The Insurance Journal says "NewLink Group, a management consulting firm has just produced survey results showing that 41% of current personal life policy owners have no idea who sold them the policy!"
So a lot of agents forget policyholders are also prospects.
The article then offers this further insight: 40% who bought from agents or brokers are orphans, but only 18% of those who bought from a financial planner or advisor are orphans.
Financial planners and advisors have a natural advantage. As they cover a broader spectrum of financial needs they have more reasons for frequent contact with their clients.
This may be a good reason for you to get your CFP, or other financial planning designation, and start to offer such services to your clients.
Or, you could do as I did before such designations existed, and send them a monthly newsletter to remind them of you.
If clients don't remember you, it's unlikely that they'll buy their next policy from you. So, to prospect among your policyholders, first ensure that they remember you.
But Is the Pope a CFP - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
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