Evan Carmichael Top Header about About About facebook Twitter YouTube Google+

Everyone Is a Prospect



Free PDF Download
Banks Cant Sell - By Donald F. Pooley

Name: Email:


My first year in the life insurance business was hell! I thought my Dad could supply me with leads as he was the Superintendent of Agencies for a large insurance company. So when I started my life insurance career I waited for Dad to phone me with leads.
Well Dad called, but just to see how I was managing and give me a pep talk. He'd call every day and end every conversation with "Remember everyone is a prospect". The leads never came! Not a single one!
"Everyone is a prospect." What a great deal of help that was! Where were the leads? When he called every evening it was all I could do to not lash out at him for not supporting me with prospects.
One day, I don’t remember why, or what triggered it, but the light when on in my brain, and I began to realize that indeed "everyone is a prospect." If it wasn’t for life insurance perhaps it was for a retirement plan, education savings, estate plan, or any of the many other products we handled.
I had been too wrapped up in my own beefs about my Dad to look correctly at the person I was talking to. They were all very good prospects; I just had to help them see their need. Even if they did not need anything now they could steer me to others who may have a current need for my services. The problem was not the prospects, or the lack of them. Everyone is a prospect; they just don’t know it yet.
When I started to look at everyone as a prospect, things really started to click. In my third year I qualified for membership in the Million Dollar Round Table. My new outlook gave me the confidence to be more assertive in my presentation.
Over the years, I've moved across Canada, retired twice, and returned to this business. I've built a client base from scratch six times. Fortunately, it has never been difficult for me to attract new clients. I learned to look at everyone as a good prospect for what I was selling. My Dad had shown me that "everyone is a prospect" and with that frame of mind I survived, and succeeded again and again in this business.
You can, too. Just remember that "everyone is a prospect."
Peter Baigent, CFP, CLU, CHFC, RFP, is a member of the IAFP and Advocis, living in Kelowna BC, and is the founder/owner of Money Minders Financial Services Inc. & Money Minders Software. Subscribe to Peter's great quarterly newsletter for financial advisors by clicking here.


Related Articles

  When They Do Not Buy
  Eight Steps to Nailing a Sales Call
  Sales Call Objective
  What to Do When Your Prospect Goes into Hiding
  Can You Use Closed Questions to Sell More Insurance?
  The TRUST Selling Process
  Cutting Through Stalls and Objections
  Quit Making Your Insurance Prospects Feel Stupid
  Getting to the Real Decision Maker
  Why this Common Sales Mistake is Costing You More Sales than You Realize
  Replace Your Thank You Cards
  Top 10 Strategies For Sales Success
  Sales Prospecting - Know the Color of Their Underwear!
  Why Refer You
  4. Penetration Selling -- Penetrating Your Prospect's World
  Sales Training London: Credibility in Sales Doesnt Come From What You Tell
  Teach Your Sales Team To Use The "NO"
  How to Find the Compelling Reasons Behind Seth Godin's Intangibles
  The Hidden Importance of Listening
  How to Beat Your Competition

Home > Marketing > Donald F. Pooley > Everyone Is a Prospect >

Free PDF Download
Banks Cant Sell - By Donald F. Pooley

Name: Email:

About the Author: Donald F. Pooley

RSS for Donald's articles - 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 Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/
Click here to visit Donald's website.
Dashed Line

More from Donald F. Pooley
4 Dynamic Marketing Tactics
Sell Your Seminar
Your Pre Approach Letter
A Useful New Resource
Which Techniques Do High Earners Use

Related Forum Posts

Re: Hiring introverts vs. extroverts Re: Hiring introverts vs. extroverts
Simple way to avoid Cold Calling Simple way to avoid Cold Calling

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Share for a Cause
Featured Expert
Leanne Hoagland-Smith
@coachlee
Visit website



Worksheets
By: Evan Carmichael

Do you have what it takes to be an entrepreneur?

8 Powerful Steps to Finding Your Passion

Does your pitch suck?

Create a plan of attach to launch your new business.

8-Cover

Like this page? PLEASE +1 it! Evan Signature
Bottom Footer



Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Name:
Email:
Popular Articles

Site Speed

Investing in Lithium Power

Descriptive Stories Sell on More than One Level

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.