A successful approach with this marketing concept is to focus on 10 clients
at a time, following each of the steps below. Once you finish all of the steps
with those clients, select 10 more and continue building your business.
- Review your client book and prospecting lists for potential candidates.
- Once you have identified a potential prospect, set up an appointment
to discuss their protection needs. - Prepare for the meeting with appropriate marketing materials and
illustrations. - At the appointment, walk clients through the material to help pinpoint
their needs. - Schedule a follow-up meeting to present strategies to address the
challenges identified. - Be sure to follow up after these meetings for applications, questions,
or additional discussion.