Making a change means learning something new. Being unprepared or untrained means doing something new. Make a start and do mit now.

1. The Hard Part!
‘Preparing the Prospecting
Plan’
Means - Finding people to sell to

2. And one to get you started . . .
A Four-Week Prospecting Campaign
WEEK ONE
Monday Tuesday Wednesday Thursday Friday
Select 5 people Go through your Check around Spend an hour Whom do you
who said they files. Pick 5 and build up a this morning know that is “on
wanted to think clients who have the road” most of
list of young compiling a list of
over a previous purchased any the week? Are
people who prospects not there executives,
proposal and product from you
secured their first contracted before. you know who are
would let you and see them
today about job this year. Call them today – back in town for
know when they Pick promising pleasant surprises the weekend? This
Clubwww1. If
are ready to buy. younger clients may develop. may be the only
they are time you can reach
Naturally, they who may
interested, them. Send a letter
didn’t let you encourage them someday become to 5 clients today
know – so why to put aside every thing you and illustrate the
not call on each enough time to expect. advantages of the
of them today see you. Clubwww1.
about Cubwww1

3. And one to get you started . . .
A Four-Week Prospecting Campaign
WEEK TWO
Monday Tuesday Wednesday Thursday Friday
Make a list of Contact friends in Make a list of Been so busy Have you called on
everyone you met business about parents you know recently that your orphan clients
this past week.. recently? orphans
developing a who are generally you’ve neglected
What stores and are buyers who
shops did you stop corporate nest. at home most of other business have kept their
in? Who were the Get from them the the day. Talk to people and products or
salespeople who names of them about professionals right policies in force. It
waited on you? individuals Clubwww1 and its around your own follows that
Were they shop recently promoted; programs for home and office additional sales
owners or store you make with
also, try to secure a children – they will location? Spend
managers? Run them have a good
into any old company phone appreciate the today checking chance to persist.
acquaintances over directory and get advantage of better them for possible Don’t neglect your
the week who may on the mailing list informed choices involvement with orphans – they may
wish to be for company for their children. Clubwww1. be ready to buy.
involved in the programs.
Clubwww1

4. And one to get you started . . .
A Four-Week Prospecting Campaign
WEEK THREE
Monday Tuesday Wednesday Thursday Friday
Select three or Go back through Everyone dreams “I know a Referred leads are
four of your best the records and about a fruitful prospect but he quality leads.
friends and ask pick out five of retirement, but few (or she) is such Build up your
them for referred the almost-sold people actually take an obnoxious inventory to 50
time to plan
leads. Ask them prospects and give individual, I’ve names today by
financially for
about newlyweds, them another retirement. Whom put off making the calling on centers,
newcomers to chance to meet do you know who call.” However, friends, and
town, and couples you. This might be will retire within this family needs policy owners.
expecting their just the day when the next 20 to 25 Clubwww1 as See the really “hot
first child. Call the extra effort will years? Call on much as yours tips” today.
on these leads make it a them today and does. Grit your
today. Clubwww1 day. offer them a review teeth and call
of their future today.
needs.

5. And one to get you started . . .
A Four-Week Prospecting Campaign
WEEK FOUR
Monday Tuesday Wednesday Thursday Friday
Do you know that Get the names of How long has it Review files of What new idea
in the past two been since you’ve
at least five new addressed a club or programmed used these past
years only 1 out homeowners and group. This is an clients to call back weeks proved
of 4 people in the contact them excellent on. What is your most productive?
over-40 age group opportunity to build
about clubwww1. next objective to Try it again today
has been asked to prestige. Develop a
buy insurance? real door-opener to be covered as and see whether it
future Clubwww1 outlined in your will produce even
Chances are
clients Meanwhile, business plan. better business.
the over-40’s how long has it been
expenditures for since you’ve done
furnishing a home any cold-canvass
are completed: selling or searched
income is near its for new business?
Pick out a definite
peak – but still area today.
there are needs for
clubwww1

6. The key to effective
PROSPECTING is the
ability and willingness
to ask enough of the
right questions.

7. The key to successful
CLOSING is
effective prospecting.

8. Remember
The easiest person to sell to...
IS
The person who can not
afford it!