9 Proven Prospecting Tips for Life Insurance Agents

Editor’s note: This post was originally published on 1/26/17 and has been updated for accuracy and comprehension.

Life insurance prospecting is difficult.

You can’t let up or you’ll lose momentum.

You need effective strategies or your lead funnel will become empty.

It’s important to try new prospecting tactics and add proven ones to your mix so you keep a fresh supply of leads coming into your business.

Here are nine prospecting tips you should definitely try:

1. Be specific about what you do

You may sell a diversified product line, but your marketing needs to be streamlined. Your messaging should be specific, showcasing that you’re an expert so that prospects will be drawn to your solutions.

2. Create a referral program

If your existing program isn’t creating much buzz, revamp it. If you don’t have one, generate one from scratch.

3. Write a compelling sales letter

One that gets read. Don’t use a formal, boring writing style. That’s one way to guarantee that the letter will be tossed in the garbage, unopened. Instead, the letter should focus on the reader’s problems and how to solve them.

4. Overcome objections

As a seasoned life insurance pro, you’ve probably come face-to-face with nearly every prospect objection in the book. Take some time to think through and then put in writing the replies you give prospects that really work to get the sale. You’ll be better prepared to answer the next prospect that offers up an objection.

5. Be strategic with opening lines

When you meet someone for the first time, whether it’s in person or online, you need to make an impact with your first words. The first impression you make sets the stage and builds momentum for future interactions with prospects, so make it a good one! Consider creating an “elevator pitch.”

6. Follow up right

When you follow up with a prospect, do it quickly, when the lead is still hot. And be sure to present your “unique selling proposition” right away, so prospects know how they will benefit from working with you  –  instead of the agent down the street.

7. Use your competitive edge

Prospecting is hard work and it can take up a lot of your time. Give yourself an edge by streamlining your funnel.

8. Incorporate smart technologies

What used to be time intensive is now less of a hassle  –  if you use technology to harness the prospecting monster. Customer relationship systems let you build smart email messages, manage customer data and offer quotes  –  without having to hire an assistant to manage the process.

9. Try them all!

To generate leads, you need to try every strategy around.

You never know which strategy will work unless you give it a go.

In addition, there is not one prospecting technique that’s a surefire thing. You need a variety of methods to attract an audience through a variety of channels.

Think about it: If you just used one or two lead-generation tactics (like billboards or email), you’d miss out on the rest of your audience that is online or on social media).

If your prospecting tactics are getting little traction lately, why not throw a few new techniques into the mix?

Track your efforts and results, and you’ll be able to really see what’s pulling in leads.

Which of these tips have you tried and what success have you had?