Prospecting Tips

A life insurance agent discusses how he makes it a priority to contact sales prospects at least once a week. When I receive a referral from a client, I routinely ask him to contact the prospect for me to tell him a little bit about me and to expect my call. The point of this (as well as the few other prospecting activities discussed here) is to get to know something about the prospect and his relationship with the referrer - let them bond.