25 Ways to Prospect Your Way to the Top.

This week I’d like to feature some great tips from a Million Dollar Round Table top of the table producer. While he works in the financial services, only 2 of these ideas are industry-specific.

1. Key #1 = the will to succeed.

2. Load up on Mondays so you start your week out well.

3. Work with those who earn $50K because nobody else is targeting them.

4. First ask “what can I do to help this person?” The money will take care of itself with this approach.

5. The average producer sells 50 life policies/year. Your goals must be 100 no matter what. Average MDRT = 90-100 cases/year. Top of the Table average = 300.

6. Focus on the Top 20 – best prospects/relationships to work on, best clients (best referral sources)

7. Since successful people do what unsuccessful people are not willing to do, figure out what people dislike and do it!

8. Keep records of all the numbers: ex. closing ratio, how many people cancel, appts etc.

9. Have a blank sheet of paper each week numbered down from 12 and fill it with prospect meetings. The money will flow.

10. Meet prospects and clients at a round table so you’re not at the head of it.

11. Office environment = the experience: A welcome sign with the client’s names on, cookie machine, cappuccino machine, lots of client thank you cards, only magazines with articles written by him displayed – makes sure ALL clients wait 3-4 minutes to soak this in. Meeting rooms filled with scenic photos he took on vacations – great way to connect with clients. “It’s how you make people feel”

12. Seminars: if 35 come, have seats for 20 so it’s jam packed.

13. Make sure your office phone rings only once before it’s answered: be committed to unbelievable customer service.

14. Specialize in fewer products and refer the rest out.

15. Take lots of notes and use copytalk.com. You’ll have better records and remember more.

16. Only do business with people who do business with you.

17. Call clients on their birthday and send them a pop up card (no one else will)

18. Get top producers to mentor you and say to yourself: If they can do it, I can do it.

19. Be a role model to your clients by being financially responsible.

20. Look through old planners to see who didn’t buy from you and re-contact.

21. Get active in your industry association.

22. You are not paid to manage people’s emotions and behaviors not their money.

23. Investors want peace of mind much more than to beat the market.

24. Ask in a fact find: what do you WANT per month in retirement rather than ask how much they need.

25. Lastly, You are answerable only to yourself. Can you look yourself in the mirror – in the eye and know you’re doing all the right things? Don’t cheat the person in the mirror!

 Great: now what do you intend to do?

Start by forwarding this on to others who would enjoy it. Go on - everyone else is doing it!