Need Advice On Efficiently Prospecting to Local Businesses

Submitted by newncagent on Thu, 03/06/2008 - 23:07

I'm a new agent with no experience and I'm also new to this area in NC. I will be starting with AGLA in a couple weeks and need to have a list of 100 names when I walk in the first day. My hope is that the majority of those names will in fact be good potential leads. I want to succeed right out of the box.

One piece of advice that I want to actively pursue is talking to small business owners in my local area about group term coverage. I spoke to my agency (AGLA) this morning and they said they offer a VERY competitive worksite term plan and they could really use more policies in this area.

I spoke to my local library today and apparently they have something called a Polk Directory that lists all of the local small businesses and the owner's names. I thought this would be an excellent start toward my list of contacts for my Project 100 package.

I am going into the home office tomorrow morning and my hope is they have some worksite term literature that I can leave with the business owners as I will try to visit with as many of them as possible before I start with AGLA. My goal is to have them allow me to make an appointment with them when I start with the agency.

Outside of that approach, are there other ways that I can best use my time prospecting small business owners? I know most will be much more interested in health than life, but I only sell life. My hope is that the owner hay have some interest in a permanent policy for himself/herself as well as an interest in either offering the worksite term to the employees or making it available to them. In turn that should get my name out and associated with the value of a good product in a very short time.

Any input will be appreciated. I want to make the most of the time I have available. Thank you!

Posted: 06 Mar 2008 11:49 Post Subject:

Hey newncagent and Welcome to the best Insurance Community on the web!

Your post actually brings back memories. I started my insurance career with an ALGA company. I have been both an agent and sales manager for AGLA.

AGLA has some excellent worksite marketing programs. If you will package the term life, the accident policy, and the cancer expense policy, it really makes a nice packaged program to present to small to medium sized business owners. I worked that market extensively.

Don't forget the business owners themselves. Most of them have not reviewd their personal insurance programs for a number of years.

As far as the prospecting - the best way is to "knock on doors".
I would make it a routine to call on from 7 to 10 small businesses every single day. Don't go in with the attitude of selling them anything or even to make an appointment for anything. Just go in, introduce yourself and leave them a business card or company brochure, with all your contact information on it. Tell them that you are the employee benefit representative for AGLA in this area and you just wanted to stop by and introduce yourself. That's it! They have had 15 salesmen through their doors today and your goal is just to make friends.

The Polk directory is OK, but it is expensive if you have to buy it.
Your local library should have a book (I can't remember the name), but it will list every business in your area, what they do, the number of employees. Just as your librarian for a business directory for your area.

Don't make the mistake of spending hundreds of dollars on so-called, pre-qualified leads. You might as well pick up the phone book.

Post cards is another very inexpensive form of prospecting the business market. You can buy the postcards for about 1 cent and then put a 27 cent stamp on it. Go to for the postcards.

Good Luck! You are representing a very good company with some very good products. Once you totally understand that you will have the confidence to call on anyone.


Posted: 06 Mar 2008 11:52 Post Subject: Need Advice On Efficiently Prospecting to Local Businesses

Sorry about the misspelled words. Normally I can "edit", but for some reason, I can't here. :roll:

Posted: 18 Apr 2008 06:10 Post Subject: how the post cards can be a form of prospection?

Hey Maze and all, your pieces of advice are helping me too as I much as I am just starting this new career (life insurance). Can you tell me what king of message should be printed on it? Just the agent contact information? or... appreciate your help

Posted: 29 Apr 2008 10:15 Post Subject:

Hello newncagent, glad to see someone from my state. Whet area are you in? Might have a few referrals for you that I have done health for if your'e interested and near enough. Most of my contacts are south and east of RDU area. I'll PM you if you want. They are sometimes asking me about that type of insurance and are always looking for better rates.


Posted: 29 Apr 2008 10:55 Post Subject:

Can you tell me what king of message should be printed on it? Just the agent contact information? or... appreciate your help

Sorry for the excessive delay in responding.
The brochure to be left at small businesses should be very simple.
It might include . . .

(1) The insurance products you offer.
(2) Of course, your contact info (name, address, phone, fax, e-mail and web site/blog address).
(3) The name of the company you represent and a very short history, i. e. Established in 1918 with over 50 Billion Dollars in active insurance policies.
Rated A+ (Superior) by A. M. Best.

Business owners don't have time to read a lot of sales literature, so just keep it short and simple.


Posted: 14 May 2008 04:26 Post Subject:

Since I do primarily individual health policies I target small businesses that have less than five employees, such as contractors, truck driving teams, hair salons, barbershops, family owned restaraunts, realestate agents, landscapers, and mom&pop stores.

I will usually call first, introduce myself and ask if they mind me dropping off a few business cards. I don't think I have anyone ever say no.
Calling ahead can get you some vital info, such as a contact name and hours of operation.

I will put together a route to do b2b for a day in a certain area and try to line up at least 10 stops (these do not take long, I do exactly like Maze stated above, business cards and a few pamphlets, sometime I attach my business cards to the pamphlets, (sometimes I also carry pens, they all love good pens, and those might stick around longer than you cards and pamphlets)

Usually I call them back later that week, but sometimes they want to talk that day!


Posted: 16 May 2008 11:14 Post Subject:

what about sales genie? I believe if you sign up you get 100 leads for free. you can choose the small business in your area as well as other criteria.

Posted: 15 Jun 2008 06:16 Post Subject:

Hi newncagent,

Welcome to the community. You have a good start. Listing 100 prospects is a good start for you. You take into consideration business owners in your area. That is not bad. But you have said that you are a new agent with no experience at all. I suggest you also make a list of your relatives and friends. These are good prospects. You can easily talk to these people about the products that you are offering. Because you are just starting, start with the easy one. Take it one step at a time. And try to learn on every experience you have. I can see your passion in insurance selling. I think you will be successful in this kind of career.

And another tip, after talking to your friends and relatives, try to ask for 3 persons as their referrals. You will have a bunch of people added to your list for sure.

Happy selling. Good luck


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