Prospect!
It's the only way to be successful at insurance, car sales, etc.
I kicked azz as an agent but hated that end of the business. I especially concentrated on new minorities. When I was an agent I had all the Filipino and Vietnamese families in the area signed to some line of insurance, and as their fortunes grew, so did mine. They had close networks in their communities, and I gave them great service.
I always asked every client if they knew anyone ELSE I could help with their insurance and planning. Then I X-dated every prospect and contacted them 60 days prior to their renewal date for their policies with other companies and agents. I sent letters and called them.
Also, watch the "Births" section of the newspaper and send the new parents a congratulatory card with contact information.
A little here and there built a good book of business.
For some stupid reason I missed claims and went back to that end of the business...BAD Move.
