The Secret in Selling to Affluent Prospects
Life Insurance Selling › Vol. 79 Nbr. 3, March 2004
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Summary
Identifying Advisers In this case, the prospecting task is to identify the key people in the area who are proficient in tax, business, and estate planning and can provide access to affluent individuals or business owners. Sources available for information include bar association directories, Yellow Page directories, professional associations, the Internet, cross directories, local Estate Planning Councils, bank trust department personnel, other producers, and center-of-influence clients.
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Extract
The Secret in Selling to Affluent Prospects
When producers try to upgrade their markets to include more wealthy business owners and individuals, they may encounter difficulty getting in touch with either the most affluent prospects or those prospects' tax and legal advisers.
Problems also may arise in obtaining the outside advisers' blessings to the recommended insurance plan, even when it's in the prospect's best interest. How c...See the full content of this document
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