Filed Under:Life Insurance, Sales Strategies

Why prospecting is changing (and how to keep up)

Better Prospecting

Being a one-trick pony doesn't work well with HNW clients.
Being a one-trick pony doesn't work well with HNW clients.

Since the times, they are a changing, so must practices evolve. I don’t like changing prospecting methods often or without good reason, but with changes in attitudes of prospecting and the huge changes in our economic picture, if methods don’t change, practices will fail.

A business model that has acquired traction and appears to be solid is the advisor model. Insurance agents who are dealing with assets of clients are finding that being a one-trick pony doesn’t work well with high-net-worth clients. Even clients with more modest portfolios wish to be treated as though they are much more valuable. The continuing declines in numbers of pension plans; the concerns about the value and stability of Social Security and a lack of investment experience in 401(k) savings opens a huge opportunity for advisors. An insurance license coupled with an investment advisor representative securities affiliation with a good Registered Investment Advisor is a wise and viable business model. Creating a relationship that begins with good investment advice opens insurance opportunities. Why not keep everything under one roof?

Featured Video

Most Recent Videos

Prospects not listening to voice mail? Arrange a phone date


Redesigning your phone life is more important than finding the “best words” for a voice mail in today’s culture.

Behind the scenes with Vicki Gunvalson [VIDEO]


In this exclusive interview, Vicki Gunvalson shares how she built a $15 million a year annuity business by planning for...

Regulator: Market may need to reinvent LTCI


Cioppa says Maine's governor wants to spur the creation of better products.

Dementia: It's more than Alzheimer's


An association calls for policymakers to remember lesser-known neurodegenerative conditions.

Related resources

More Resources


Power your business with up-to-the-minute insurance news, analysis, and best practices from LifeHealthPro Daily eNewsletter – FREE.

Power your business with LifeHealthPro Daily eNewsletter – FREE.

Enter a valid email address.
Nichole Morford

Nichole Morford
Managing Editor

Thank you for subscribing to LifeHealthPro Daily!

Check Out More eNewsletters Now! Close

Advertisement. Closing in 15 seconds.