Prospecting in Your Own Client Pool

Now that the infection rates and spread of the maddening COVID-19 pandemic seems to have plateaued and businesses are beginning to open back up across the country, it is the perfect time to stir-up new insurance transactions among your own client lists.  Believe me, there are plenty of potential sales and premium awaiting you in those old files.  Familiar names and faces make for great clients, repeat customers and excellent referrals.

Use this period of office re-openings as a timely excuse to review the insurances owned by your clients and to request a meeting or teleconference, to get your face in front of them again so you can illustrate where their coverage may be insufficient or even non-existent.  It doesn’t matter if they are medical, business, disability or life clients; getting a fresh chance to pitch them and show them that you care about their financial protection in these crazy times is what’s most important.

Here are some points to keep in mind while prospecting among your own clientele:

  • Refrain from feeling like you are imposing on your clients’ time.  Yes, many of them might be busy parents, doctors, attorneys, accountants or executives, but your goals for them are important and could be life-saving/life-changing economically.  You are a licensed expert in your field and your guidance is imperative to the financial protection of your clients’ families. 
  • You’re not a faceless, cold-calling salesman out to make a buck.  You know the persons behind the names in your files.  You have proven yourself to them in the past, and they have previously chosen your services.  They should be more inclined to trust that you can help once again.
  • Refer to current events to get yourself back in the door like the ongoing pandemic and how it has been affecting insurance markets. 
  • Use hot-button topics like guaranteed-issue or simplified-issue disability insurance programs or opportunities in the life market to drive renewed interest from your clients.  Show them that you are on the cutting edge and have access to the most progressive of insurance products.  You have fresh, exciting ideas that will further secure their lives.
  • Don’t hesitate to cross sell.  Now may be the opportune time to prescribe key person or overhead disability coverage to your personal life clients.  And vice versa, introduce your disability clients to key person life insurance.
  • Be sure to up-sell.  Most Americans are underinsured when it comes to life and disability coverage.  As an insurance professional, you owe it to your clients to familiarize them with the inherent risks of not having at least 65% of their income insured as well as having sufficient levels of life insurance to protect not only their loved ones, but also their businesses.

The best sales leads can be found amongst your current clients.  You are already familiar with their financial, health and social backgrounds, and these prospects know you.  As long as your previous interactions were productive for all parties, you should have an optimistic journey to making more business come from these comfortable relationships.