5-Star Prospects

One of my agents just asked me a great question – how do you rank the quality of your prospects? Think of it in terms of stars – like they do on Netflix or Amazon. A 5-star prospect would be: Two-income family Kids Connected in some way to other clients Read more…

The Hot 100

Your Existing Power Base To build up your clientele as quickly as possible, your first task is to make a list of your Power Base – these are 100 people who you already know. These aren’t necessarily your first 100 prospects; they’re just 100 people who you can practice your Read more…

Splitting Business

We often have agents who work as a team to work on accounts. Perhaps one of them has an “in” with a particular business or group, but needs a more experienced agent to help the company make a decision. Maybe one agent is a terrific prospector and can open group enrollments, Read more…