The New Rules for Prospecting

Akin, Emily M.
May 2001
Advisor Today;May2001, Vol. 96 Issue 5, p28
Trade Publication
Focuses on the challenges facing financial advisors when it comes to prospecting clients. Factors that make prospecting time consuming; Measures that insurers can take to establish relationship with clients.


Related Articles

  • Working with a pro like you is heaven. Winston, Paul // Business Insurance;8/1/2005, Vol. 39 Issue 31, p6 

    Recommends strategies that can be used by insurance agents in expressing compliments to potential customers. Benefits of praising a client's performance in golf competitions; Advantages of combining the career performance of clients to the performance of insurance products offered; Importance...

  • Selling Good Decisions. Hoeg, Gregory // Best's Review;Mar2006, Vol. 106 Issue 11, p34 

    The article advises insurance agents and brokers to have significant knowledge and insights about their clients. Agents and brokers must know all the circumstances of their clients that affect their financial and risk areas. For individual clients, information can be acquired directly from the...

  • Cyberspace insurance. Savory, Mark // BusinessWest;Sep95, Vol. 12 Issue 5, p43 

    Focuses on the increased role that information technology will play in increasing the efficiency of insurance sales in the United States. Problem with the agency system; Online opportunities; Outlook for agents.

  • The Critical Success Factors For Today's Agent. Craig, Steven R. // National Underwriter / Life & Health Financial Services;9/10/2001, Vol. 105 Issue 37, p5 

    Focuses on the success factors needed to be considered by insurance agents. Importance of role knowledge; Benefits of delegating tasks; Function of outsourcing.

  • Million-Dollar Tips From Million-Dollar Producers. Ferguson, Thomas W. // LAN: Life Association News;Mar1999, Vol. 94 Issue 3, p120 

    Offers selling tips to insurance agents. Strategies in selling life insurance; Information on estate planning; Ways of dividing one's time.

  • Arnold and Me. I? Me. Ramsell, Edward W. // LAN: Life Association News;Mar1999, Vol. 94 Issue 3, p122 

    Reflects on an experience in selling insurance. Information on rate book; Challenges facing insurance agents; Approach which is not effective in selling insurance.

  • What The 'Big Hitters' Do. Craig, Steven R. // National Underwriter / Life & Health Financial Services;2/10/2003, Vol. 107 Issue 6, p20 

    Explores the business practice of successful insurance agents in selling insurance. Need to understand the client and his business/trade; Tips that can help one an indispensable resource in insurance planning.

  • How Your Manners Can Make You Money. Robinson, Emmet // Advisor Today;Apr2000, Vol. 95 Issue 4, p136 

    Focuses on the manners that insurance sales agents should possess to improve their insurance product sales. Standard memory training methods; Performing a handshake.

  • What's going on? Scholp, Alexander J. // LAN: Life Association News;Nov98, Vol. 93 Issue 11, p150 

    Comments that insurance agents should not lose sight of the ideal of leading a balanced life. Appreciation of life's accomplishments; Value of experience to clients; Measurement of the quality of life.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics