take the first step to controlling your life, time & financial future…RIGHT NOW!!!

...All you need is a computer, a phone and a PositiveOutlook...


I'm a Sales & Marketing professional with 25+ years experience - emphasis in the insurance industry, networking & social media marketing.


*Debt Elimination & Wealth Accumulation with Worth Unlimited/United First Financial

*Receive a Tax Free Retirement Income through an IUL

*Opportunity to earn an additional income without large investment or risk

Sunday, May 6, 2012

Prospecting Tip: How to Build Your Database BY BRIAN ANDERSON APRIL 30, 2012

David Castillo Dominici“I don’t know who my next 100 clients are, but they’re in my database.”
That’s a quote from a top advisor in California, as relayed by prospecting expertRobert Krumroy, CLU, ChFC, during Life Insurance Selling “Better Prospecting” columnist Kim Magdalein’s free monthly prospecting teleconference last week.
Krumroy, CEO at Greensboro, N.C.-based Identity Branding Inc. and founder of E-Relationship, was Magdalein’s guest for the call, which focuses exclusively on providing prospecting concepts for producers.
Krumroy delivered with a great core idea many producers could implement immediately. He noted that 80% of the people you met yesterday will turn down your offer today to set up an appointment. But if you take a different approach instead of asking for the meeting, you can be much more effective in the long run by building up your database in the following way:
“Do you have any objection if I put you in my database and treat you as a privileged client for 12 months?”
Krumroy says people hardly ever object to this suggestion. More likely, they may respond something like this: “Yes, I’d love to be treated as a privileged client for a year. No one in your business has ever offered that to me before — everyone just wants to make an appointment with me.”
Your primary prospecting goal, Krumroy says, ought to be building your database. The business will follow. Which brings us back to that top advisor in California. He has about 5,000 prospects in his database, so it should come as no surprise that the next 100 clients he adds will come from within the contacts already in that database.
Not a bad idea for turning “no” into “not yet,” as Krumroy suggests. If you want to tune in for Magdalein’s next prospecting teleconference, you can register for the free event at www.prospecting-teleconference.com. For more information on Krumroy’s E-Relationship system, visit www.e-relationship.com.
Brian AndersonBrian Anderson
Brian Anderson is the Editor-in-Chief of Life Insurance Selling magazine, and is a former editor of Senior Market Advisor. A career journalist, Anderson has been working in magazine publishing since 1995. Every publication he has edited has focused largely on providing strong sales and marketing content for readers across a variety of  industries. He has been a central figure in the launch of three publications and a variety of websites.
Anderson is a journalism graduate of the University of Wyoming, Laramie. An avid skier, golfer, basketball and softball player, he resides with his wife and two children in Centennial, Colo. Brian Anderson can be reached at             720-895-1529      .

No comments:

Post a Comment




ProMatcher Business Network