Over the past two weeks I watched my daughter calling on old leads. This is her first experience prospecting after recently acquiring her insurance license. To start out other agents give her all their old leads, those that they could never reach or lacked interest in their services. While to others these leads seemed dead to her they were a goldmine of opportunity. A lead is NEVER dead.
Every lead or prospect you have had should never leave your database. What a prospect doesn’t need or want today can quickly change in our ever changing lives. While you shouldn’t keep them on your “hot prospect” list they should be receiving your emails and market updates until circumstances change creating the need for your products or services, NOW IS THAT TIME.
In most situations we must wait until something changes in the lives of the prospect in order to create the need or sense of urgency to move the relationship forward but that is NOT always the case. Today’s environment has created that change for you. While most investors were content with the status quo today the unrest in the markets has unearthed fears and concerns that need attention. A call from you RIGHT NOW may never be more timely and productive.
While many clients may not be thrilled with their advisor their discontent is not strong enough to provoke change which seems more daunting than their current situation; but when the market environment makes the “status quo” more painful the need for change increases outweighing that original resistance. This is your time, and your chance to create that change.
Make the calls today you may not get this opportunity again for many years to come (at least let’s hope not).
