Prospecting Ideas

PLANNED PROSPECTING

                                                       

Life Insurance is money to meet with future needs. However the problems of today is so high therefore peoples do not think about the problems of future. Purchasing life insurance is sacrifice of present pleasure and comforts.

Why are you required as an insurance salesman?

It is because insurance is not bought by the people, but it is sold by you ie. agent. People find it difficult to save money. Even though the need for life insurance is universal. People won’t come to you to buy it, but you have to go to sell it.

 Eventhough all working men and women, boys and girls are potential buyers of Life  Insurance today or in future, it will be more practical or appropriate, necessary for you to approach those only who could be probable buyers of Life Insurance right now only. This job of finding the potential buyer of life insurance is called “PROSPECTING”.

It is widely accepted that 75% to 80% of success in selling life insurance is depend upon his ability to find prospects. The lack of continuous and planned prospecting is usually the root cause o salesman’s failure. More agent fail because they fail to see prospect, than they fail to sell.

POTENTIAL   BUYERS   OF   LIFE   INSURANCE.

              On an average 90% of all adults under 50 years of age are insurable and majority of them are able to pay for insurance at least some amount. It is also observed that one man out of thousand had “adequate” life insurance so 999 out of 1000 are not adequately insured. Further potential buyers are further increasing daily, because of marriages, births, promotions, new business ventures, ever increasing employments etc.

 IMPORTACE OF PROSPECTING

  Prospecting is like “Raw Material” for any industry. If raw material is not   sufficient, how   the industry will give good output.  If  businessman  has  to  run  his   industry  properly,  he  must  concentrate  on his  effort  on  collecting  maximum  raw  material.  Therefore for being “SUCCESSFUL AGENT” you must have build up the habit of prospecting intelligently, persistently and regularly. Your income, in business, for all times to come will depend on your prospecting and a continuous income will demand continuous prospective activity.

Prospect Diary 

                 

Is the golden key of your success

• Ask yourself a simple questions to yourself to build prospecting list
• अपने आप को कुछ सिंपल से प्रश्न पूछो और आपके जवाबों के साथ prospecting list तैयार हो जाएगी.
• Do you know anyone who had a child recently?( here you can show them higher education concept.
• क्या आप किसी ऐसे व्यक्ति को जानते हैं जिसका हाल ही में बच्चा हुआ है.
• Do you know anyone who had a children’s going to school of age below 12 yrs.
• क्या आप किसी ऐसे व्यक्ति को जानते हैं जिसका 12 वर्ष या उस से कम उम्र का बच्चा हो और जो की  स्कूल जाता हो .
• Do you know anyone who has children is of age group 15 yrs to 25 yr whom you can help start first saving of his with the help of parents? ( Here you can show them estate creation concept =>Longer we wait the laborious, steeper & harder to climb! )
•                                                                             

• क्या आप किसी ऐसे व्यक्ति को जानते हैं जिनके बच्चों की आयु 15 वर्ष से 25 वर्ष तक है और जिन्हें आप उनके माता-पिता की मदद से उनकी पहली बचत शुरू करने में मदद कर सकते हैं?  यहाँ मातापिता की इनकम अच्छी होना जरुरी है )
• Do you know any  couple married recently who can plan for their happy financial life ?
• क्या आप हाल ही में विवाहित कोई ऐसे कपल को जानते हैं, जो अपने खुशहाल जीवन के लिए वित्तीय योजना बना सकता है? ( Here you can show them estate creation concept =>Longer we wait the laborious, steeper & harder to climb!
• Do you know anyone male or female  of age around 30 years who has joined a new first job can plan for retirement? ( Here you can show them estate creation concept =>Longer we wait the laborious, steeper & harder to climb Concept & Happy Retirement Concept.
• क्या आप कि कोई भी पुरुष या महिला को जानते हैं जिनकी उम्र 30 साल के आस पास हो और अभी अभी पहली नयी नौकरी ज्वाइन की हो और जिसके लिए हम  सेवानिवृत्ति की योजना बना सकते हैं? ( Here you can show them estate creation concept =>Longer we wait the laborious, steeper & harder to climb! )
• Do you know any working woman who can plan for creating  estate? 
• क्या आप किसी भी कामकाजी महिला को जानते हैं जो संपत्ति बनाने की योजना बना सकती है? ( Here you can show them estate creation concept =>Longer we wait the laborious, steeper & harder to climb Concept & Happy Retirement Concept )
• Do you know anyone who has taken housing loan ? क्या  आप किसी को जानते हैं जिसने हाउसिंग लोन लिया है? ( Here you can show them Bitter Truth concept)
• Do you know anyone specially business person who has liabilities like business loan? ( Here you can show them Bitter Truth concept) क्या आप किसी को विशेष रूप से व्यावसायिक व्यक्ति जानते हैं जिनके पास व्यवसाय ऋण की तरह देनदारियां हैं? ( Here you can show them Bitter Truth concept)
• Do you know anyone who has lost friend or relative very recently to whom you can help for LIC policy death claim settlement?
• क्या आप किसी ऐसे व्यक्ति को जानते हैं जिसने हाल ही में मित्र या रिश्तेदार को खो दिया है जिसे आप एलआईसी पॉलिसी डेथ क्लेम सेटलमेंट के लिए मदद कर सकते है.
• Do you know anyone who is doing very well in business and making lot of profit ? (  Human Life Value Concept)
• Do you know anyone who in your contact who got promotion and get increase in salary ? ( Estate Creation Concept)
• Do you know anyone who in your contact who is director of company? ( Employer Employee Scheme )
• Do you know anyone who is recently shifted in your society or area?
• Do you know anyone who society chairman, secretary or treasurer or cashier?
• Do you know anyone who is orphan policyholder? ( Policy servicing Concept)
• Do you know anyone from your client who have not iaken any policy since last 2 years? ( Policy servicing Concept).
• Do you know anyone of your client who will get survival benefit or maturity benefit within this year? ( Policy servicing Concept)
• Do you know anyone who in your contact who has child of age 17 years and will 18 within this year? ( Policy servicing Concept)
• Do you know anyone who in your contact who just get married and want to change the nomination from mother to wife? ( Policy servicing Concept)
• Do you know anyone who in your contact whose birthday or marriage anniversary within this year? ( New financial planning concept)
• Do you know anyone who in your contact who will be retire this year? ( Retirement Concept)
• Do you know anyone who in your contact whose policy get lapsed last year? ( Policy servicing Concept)
• Do you know anyone who studying or working abroad? ( NRI Concept)
• Do you know anyone who is working in merchant navy?

Build the prospective list of these person and approach them with proper preparation under the guidance of development officer.

ASHOK SONKUSALE

DEVELOPMENT OFFICER

FIVE  DISTINCT  STEPS  IN  PROSPECTING.         

1. Getting names of people

2. Obtaining information about these names.

3.  Recording information on register.

4.  Getting introduction to the peoples.

5.  Developing relationship and friendship with them.

THREE  QUALIFICATION   OF   PROSPECT.

1.    Need for life insurance.

2.   Ability to pay premium.

3.    Be physically fit.

As you build yourself and your sells skills, you must have move forward into higher income class peoples. As you gain experience, you will acquire professional status, prestige and reputation as reliable life insurance agent. You will become financial advisor of your clients. You will then be able to approach anyone in an easy and natural fashion.

   “Daily prospecting is the KEY to success of an insurance Agent. Remember, prospecting is foundation over which the structure of your selling activity is based. Stronger the foundation more stable the structure. For this reason prospecting is considered as 60%  of entire job of selling. Therefore, more systematic, regular and habitual your prospecting, greater the chance of your financial success

                                 

PROSPECT   CARD

You must know following information about your prospect.

Ü  Name in full .

Ü  Residential address & telephone number .

Ü  Office address & telephone number.

Ü  Income per month & other assets .

Ü  Approximate amount he can save.

Ü  Education .

Ü  Hobbies

Ü  Date of birth .

Ü  If married , marriage anniversary date .

Ü  Wife name .

Ü  Date of birth of his wife .

Ü  Number of children .

Ü  Name of childrens & their date of birth .

Ü  Best time to see him .

Prospect card should be the history of man & his family.

21 Ideas of prospecting

1. 1.       Relatives & friends
2. 2.       Gold Mine
3. 3.       Season wise prospecting
4. 4.       People like free ( Free medical camp or free service like PAN CARD.)
5. 5.       Drawing Competition for kids in housing society or in school
6. 6.       Target specific area  ( do all activity in that area to become well-known)
7. 7.        Give & take technique
8. 8.       Vadhu Var Suchak Mandal
9. 9.       Get information of new birth  from Maternity Home
10. 10.   Distribute Handbill
11. 11.   Stall Activities
12. 12.   VPBY Hot CAKE
13. 13.   Send 100 Life Policy Letter
14. 14.   Service to lapsed policy, orphan policy, transfer in policy.
15. 15.   Revival of lapsed policy by paying one installment only.
16. 16.   MWP act
17. 17.   Survey for child education
18. 18.   Who will take care of your sister
19. 19.   1 x 3 Technique No. 1
20. 20.   1 x 3 Technique No. 2
21. 21.   1 x 10 Technique
22. 22.   Aaj ka Fanda 
23. “ 

PROSPECTING MEANS COMMUNICATING PEOPLE BY ANY MEANS.

BUT RIGHT WAY & RIGHT TIME BRING RESULT

Name: Contact No:					DOB
Qualification:				Approximate Income:	Occupation
Address Residence & office  :
Spouse Name :					DOB
Qualification:				Marriage Anniversary:	Occupation
Child Name :			School		STD	DOB
Child Name :			School		STD	DOB
Child Name :			School		STD	DOB
Follow up Date		Follow up details				Next date of follow up
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       PROSPECTING IDEAS IN DETAIL

   

20 point daily programme for Becoming Successful Insurance Advisor

ONE TELEPHONE CALL = ONE POINT

IF YOU DO 20 TELEPHONE CALL IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

GOT ONE APPOINTMENT = TWO POINT    

IF YOU DO 10 APPOINTMENTS IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

VISIT TO PARTY = THREE POINT

IF YOU DO  VISIT TO 6 different client IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

PRESENTATION TO CLIENT = FOUR POINT  

IF YOU DO 5 PRESENTATION TO CLIENT IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

 RECEIVING ONE NEW POLICY CHEQUE= FIVE POINT   

IF YOU RECEIVE FOUR NEW CHEQUE IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

ONE PROSPECTING ACTIVITY = TEN POINT   

IF YOU DO 2 PROSPECTING ACTIVITY IN A DAY, YOU WILL EARN 20 POINTS IN A DAY & YOU WILL BECOME SUCCESSFUL LIFE INSURANCE ADVISOR

ANY  HOW YOU MUST EARN 20 POINTS EVERY DAY.

IF YOU EARN 20 POINTS EVERY DAY, NO ONE CAN STOP YOU TO BECOME SUCCESSFUL LIFE INSURANCE ADVISOR.

WISH YOU ALL THE BEST

ASHOK SONKUSALE

DEVELPOMENT OFFICER