10 tips for successful prospecting in a hybrid world – InsuranceNewsNet

At the height of the pandemic, many advisors hunkered down in their offices and were forced to use remote communications to reach existing clients and acquire new ones. Now that a sense of normalcy has returned, a growing number of advisors are looking for methods they can use to prospect effectively in today’s hybrid world.

When advisors focus mindfully on creating value for their prospects and earning their trust, they’ll connect with their humanity, said Connie Kadansky, sharing some strategies that resonate well with prospects. Kadansky is a trade call reluctance coach.

When advisors find out what is essential to their prospects, those prospects will become more present and their reluctance to call will disappear, she added.

“Without a healthy pipeline of new leads, they won’t grow their business.” Connie Kadansky, Sales Reluctance Coach

Prospecting requires a unique mindset, Kadansky said. Due to the nature of the business, advisors must recognize and accept the fact that they are professional lead generators who sell insurance and financial services. “Without a healthy pool of new prospects, they won’t grow their business,” she said.

How to succeed

Kadansky offered the next 10 steps advisors can take to acquire new leads and grow their business. The first three she described as the fundamentals of prospecting.

1. rub shoulders: Position yourself to get noticed. Being around people who can have a significant impact on your career requires you to be visible.
2. Use your contacts: Make full use of your existing contacts, networks and social systems and stay on the lookout for ways to develop new ones daily.
3. Make a good impression: Once you get noticed, work on remembering in a positive way. What is it about your style that is memorable? Having a style that sets you apart from the crowd is key, she said.
4. Mine LinkedIn: If you work on LinkedIn, start by carefully commenting on your prospects’ posts, sharing their content and building a relationship. There are dozens of Linkedin training courses for financial advisors.
5. Asking “no” questions: Most prospects have decision fatigue; they are worn out by what is happening in the world. So relieve them of that fatigue by asking them “no” questions and stop craving “yes” answers. For example, she said, ask them questions like: Are you averse to a quick cup of coffee? Are you opposed to going to lunch? Are you against going to my office?
6. be ready: Also, when making prospecting calls, she says, ask prospects this question: Is it a bad time to talk? Some prospects will answer yes, but most will say no. “Just be ready to carry on the conversation,” she said.
7. Practice your balance: When you speak, are you present, composed and confident? Improve your skills. Remember that only 7% of your communication is the words you speak, 38% is your tone, and 55% is your body language in person. When you’re on the phone, 27% of communication is the words you speak and 73% is your tone. “If you’re grumpy, gloomy and pessimistic, guess what? ” she asked. “Your attitude will show in your tone.”
8. To arrive: Stay in the spotlight and be consistent where you choose to be visible. Introduce yourself consistently.
9. Perfect your valuable accessory: Refine your value proposition. When someone asks you what you’re doing, you only have 11 seconds for them to “bend over”.
10. Attend meetings: Start attending association meetings. “Valuable information is shared at these meetings and you can learn from others,” she said.

Learn to listen to your prospects with tactical empathy, demonstrating how deeply you listen to them and how carefully you consider their current reality, Kadansky explained.

“Step into their world and stop trying to fix them prematurely,” she said. “Let them talk first. Be genuinely intrigued by your interaction. Also, she says, resist the temptation to chime in with similar experiences and stories. Instead, listen to your prospects and they’ll like you because no one else listens to them.

Once you listen to them and what’s important to them, she says, express their point of view. For example, you can say, “It sounds like financial stability is important to you.” After that sentence, be sure to pause and say, “It looks like you need a solution.” Labeling what you perceive will encourage them to give you permission to share expertise that meets their needs and suits them, she added.

“Your prospects need to feel good about yourself before they move on,” Kadansky emphasized. “If they don’t, they’ll give you a false yes and ghost you, never to be heard from again. Remember: we are feeling beings that think – not thinking beings that feel.

Ayo Mseka has over 30 years of experience reporting on the financial services industry. She was previously editor of NAIFA’s Advisor Today magazine. Contact her at [email protected].

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