9 Ways to Connect with Prospects

Insurance agents and brokers, along with professionals in other financial services segments, sometimes get stuck in a rut when it comes to prospecting. But let's face it: Everyone's playbook needs a regular update, even that of the team MVP.

If refreshing your prospecting skills and approach seems like too much trouble, consider taking a page from “Simplify Your Work Life,” by former California real estate executive Elaine St. James, where she lists nine effective people skills.

1. Speak your mind

Despite attempts at being tactful, failing to share an honest opinion with prospects or colleagues can be a time-waster.

People are intuitive, whether they know it or not. Neither prospects nor colleagues respond well to evasive and passive-aggressive behavior. Instead of avoiding or delaying tough conversations, use timing and poise, and develop a professional tone that is neither too harsh nor too meek.

2. Personalize your approach

Without seeming canned, contemplate more than one approach with each prospect. This will avail your prospects of the personalized service that will increasingly elevate human insurance experts and financial service professionals from internet-based operations.

3. time is on your side

In the same way that few prospects or clients want to be rushed into making a decision, insurance professionals should not feel rushed to assemble personalized recommendations.

Allow yourself the appropriate time to develop your pitch or response. Let your prospect know how much time you need to develop your recommendations.

4. Laugh out loud

St. James suggests that once you know exactly how you’re going to approach a particular prospect or client, take a few minutes before the call or meeting to unleash some belly laughs.

“Laughing will help dispel any negative charge connected with the situation and may give you new insights,” she writes.

5. Preparation makes perfect

Always have more than one scenario ready to discuss with your prospects. Try to anticipate their questions.

6. Switch up locations

That old adage about success in the restaurant business — location, location, location — may be equally true for cultivating business relationships. A first meeting in your office can intimidate some prospects, while inviting yourself to their home provokes unease. Seek out neutral meeting locations where you and your prospects can feel calm and have sufficient privacy.

7. Mind your eye contact

Looking someone in the eyes can instill confidence and trust. But continuing to stare throughout a conversation can send the wrong message.

“Take a powerful stance,” St. James suggests, “… either sitting squarely or standing firmly on your feet — and make direct eye contact.”

8. Ask for a timely response

When you’re having trouble contacting a prospect by telephone or e-mail, nudge the correspondence forward by pairing a compliment with a polite calendar request, such as “I want to do the best job for you I can. Perhaps you could return my call no later than Friday afternoon.”

9. Analyze and adapt

Take time after each prospecting contact to consider what went well and what could have gone better.

“This is one way to be certain that you’ll perform even better next time,” St. James writes. “And there’ll always be a next time.”