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Prospecting TIP

Written by: Donald F. Pooley

Article Overview: Craig Templeton told about his 6-step prospecting process at the 1985 MDRT meeting in San Francisco. It's still valid.

Prospecting TIP

Craig Templeton told about his 6-step prospecting process at the 1985 MDRT meeting in San Francisco. It's still valid.

1. Focus on prospecting (where a person is willing to meet you to have a discussion about life insurance).
2. Make a daily goal. Craig's was to get 2 prospects a day.
3. Fix a block of time to do this each and every day.
4. Reward yourself. Each day Craig met his goal he rewarded himself by saying "I feel good about myself."
5. Set a visual reminder of what you must do. Craig used a rock on his desk, another man a spot of red nail polish on his watch crystal. You need a reminder.
6. Make a commitment to do this. Make a contract with your spouse, "I'm going to do this every day for 5 days", and when you do arrange for something else to happen---you'll take her out to dinner.
Craig says that using this 6-step system is hard work, but after you do it regularly for 60 to 90 days you develop a 'positive addiction'---you don't necessarily like it, but it makes you feel good when you've finished. Like jogging!

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Related Forum Posts
Prime Means of Selling - Prospecting and Selling aren't the same. Prospecting is finding the few within a target group who are prime candidates for your service. I don't think everyone will agree on what "prime" means but I'd say if the prospects actively want what you're offering and have the ability to pay for what you're offering then they qualify as "prime".


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