How to Focus on the Right Prospects
March 12th, 2010 by Penny Hagerman
How do you focus your energy when it comes to converting prospects to customers? Do you give the guy who makes a million excuses the same time, energy and effort as the one who is barely on the fence about doing business with you—or the one who’s ready and willing to listen right now?
The first type of prospect will suck the life out of you. You need to get excuse-makers, gossipers and complainers like these out of your life because they don’t lead to viable business. The more time you spend with them, the more disappointed and unproductive you’ll become—and that can mean death to your business.
So what type of client should you be focusing on? Those who are balanced, grounded and positive. Clients like this take responsibility for their own lives and actions and won’t place the blame for their failures on your shoulders. They work hard, resolve problems and conflicts as they come up, communicate freely and respect your expertise.
Focusing on this type of lead helps you work smarter, rather than harder, by making the most of your time and energy. In the end, the mature prospect will help you close more sales. Therefore, it’s well worth your time to learn how to identify what type of customer you’re dealing with, so you can focus on the right personality type and grow your business.
The best way to tell one type of client from another is by examining their actions. The person who sets appointments with you and then misses them, or comes to the table without any money, is wasting your time. So throw them overboard—along with defensive, rude, unhappy excuse-makers.
Some people may be genuinely interested in what you have to offer, but don’t have the time to meet with you, are over-extended financially or simply lack focus. Don’t toss these prospects out the window, but put them on the back burner to contact at some point in the future.
Now, spend most of your time and effort on leads who are looking for the products you sell, are open to letting you into their lives, and tend to make things happen. Clients like these are worth their weight in gold, and can really help boost your bottom line!
By determining where your prospects sit from the start, you can improve your closing ratio and become much more successful as an agent.
So don’t get bogged down by the wrong prospects. Renew your focus and improve your success long term by centering on the right type of client.
Then spend some time making sure you’re at the top of your game by getting adequate sleep, eating a healty diet, thinking positively and surrounding yourself with successful role models. You’ll stay challenged and productive—and your success rate will show it.





If, at that point, you can learn to identify the type of person he or she is, understand their values, read their body language and see how they’re feeling by the expression on their face—no matter what they’re actually saying—you can increase your sales and start making more money.
How do you reach the leads you receive? By phone? Email? Fax?
For any of our readers who are new to the business, the seasoned veterans among us can relate one simple fact: selling insurance isn’t easy.
Are your coworkers stressing you out? Is there someone in your office who absolutely drives you bonkers–and sends your blood pressure through the roof–with their annoying jargon, constant gossip or inconsiderate behavior?
Are you a young P&C agent or broker, age 40 or under, who’d like a chance to voice your opinions on the industry?
Whether you’re a captive or an independent agent, becoming successful in this industry takes hard work.
Now that 2010 is in full swing, have you given any thought to your marketing plans? Or have you been putting that off, not sure where to go from here–or how to get started?
