You may be a new agent or been in the insurance business for over twenty years. Most people on the outside believe this is an easy job, but they have probably never done it. It takes careful prospecting to make it in the business.

Who are you going to call? While some insurance companies expect you to call your family and friends, many of us are not comfortable with this notion. You may not want people to run away from you at the family or class reunion. It usually takes one or two knockdowns from a family member to realize that "insurance prospecting is not easy."

You might consider another strategy to inquire "insurance prospects." Find groups that you enjoy being around. Whether it is unions, fraternities, sororities, or sports, find something you personally like, and network from there. This may take a while to really get your book of business rolling. Without insurance prospects, you will not write much business and may look for a new career.

One of worst mistakes, a person new to the industry can make, is being over aggressive with people. If you come across as a polished professional, instead of someone ready to tear into a steak, you might find the path more smoothing.

Choose a standard method that works for "insurance prospecting." The phone, maybe the most dreadful exercise in the business is always a manager's favorite. The more effort you make, the more sales, which leads you and your manager to eat better. If you have a substantial checking or savings account, maybe you want to jump heavily into the group insurance market. You may find some successful going door to door, talking to business owners.

Trying to sell on the phone is a cardinal sin. These prospects barely know you, so do not waste your time. Set the appointment, and arrive on time if the meeting is not at the office. Make sure that the "insurance prospect" knows why you are going to talk to them, and never agree to an appointment if one of the spouse's cannot make it. Always listen carefully to the "insurance prospect" and answer all questions or tell them you will get back to them, if your answer is not sufficient. At the end of meeting, make a decision, whether you would like these people to be your clients. Always ask for referrals. If nothing else it will give you someone else to call.

Insurance prospecting is a tough job, but someone has to do it. When an agent delivers that death claim, he or she is a hero. People in the industry may not get a lot of credit, but often we have to compassionate even if we do not feel like it.

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