Just because someone should to be concerned about something, doesn’t mean they are.  It doesn't mean they will see you or buy whatever you’re offering.

Don’t they have to have a need - the ability to pay - and be able to be seen on a favorable basis?

So the questions are:

1. Who are the Ideal Prospects to be contacting for whatever you are offering?

2. Who do you have the best chance of setting an appointment with? 

3. Who has the need, the ability to pay and can be seen on a favorable basis?

As you read the following, remember I’m not saying that some of the other people aren’t good prospects.  I’m saying you want to be contacting the people who you have the best chance of setting an appointment with and making a sale.

Let’s use Supplemental Retirement Planning, using life insurance, as an example?

Is your best prospect someone who owns a home?  Probably, Yes.  Doesn’t it tell us they have been able to save in the past, and probably have the money to put away for retirement, if they can see a need to do it now?  Plus, doesn’t it tell us they are willing to look long term?  Our ideal prospects are people who own a home.

Is someone who owns a $300,000 or larger home our best prospects?  Probably No.  Aren’t these the people who are have family incomes of over $125,000 and are inundated with calls from financial planners, advisors etc?  Aren’t these people going to be harder to see?  Our ideal prospects are probably people who have homes worth $300,000 or less, and income of less than $125,000. 

Is there a minimum income requirement? - A minimum family income of around $50,000.

What else makes someone our best prospect for a supplemental retirement plan, involving life insurance?  If we are going to use life insurance, then don’t they need to have someone to protect, a family that is dependent on their income?  Our ideal prospects are people who are married and have children living at home.

Cash value life insurance builds best when you have 20 years or longer to contribute.  So our ideal prospects are people who are under age 40.  If they are under 40 they probably have young children.

Finding Free Life Insurance Sales Leads
Now that we have identified the ideal prospects to contact for retirement planning, with life insurance, where do we find them?  Can we get a list for free?

Would you agree that families, with young children, tend to live in the same neighborhoods?  Can you locate these neighborhoods by contacting your local real-estate broker, or by just driving around?

All you need to do is to find the streets they live on and then go to your local library or the Internet.

In the library or on the Internet, look for ‘Criss Cross’ (Or Reverse) directories.  Three common ones are the Hill Donnelly, Coles and Polk Directories.  They have every street listed, with everyone on the street, and their telephone numbers.  Plus, they provide lots of other good information. 

Make a copy of those names, addresses and telephone numbers and you have a FREE LIST of your best prospects for a supplemental retirement plan, involving life insurance…

Now what can you do to set an appointment with these people?
The old standby of cold calling consumers isn't a viable option any more, because consumers are fed up with getting calls from salespeople who won't take no for an answer.  Many of these people  have registered on the 'Do Not Call Directory', and just about everyone today screens their calls.

Since you really can't call consumers anymore, one way to get this free list of people to call you, is to send out a sequence of letters, but they better be really good insurance prospecting letters with a powerful 'grabber' and a great headline.

You'll want to use a powerful grabber on your insurance marketing letters, like money...  Maybe a $1 bill, a $2 bill, a million dollar bill or even foreign currency.  Or maybe, wooden nickels, band aids, watches, magnifying glasses, shredded money, phony diamonds, etc. etc.

I know it may sound 'gimmicky', but test results from millions of mailing pieces over the last half century prove that, without a doubt, grabbers and well written headlines significantly increase response by leaps and bounds.

In your letter, you'll want to offer a free financial audit, or your free report.   The idea is to get them to call you, so you legitimately can follow-up with a phone call and set an appointment.  Or you can invite them to your free education workshop.

By sending out a well crafted sales letter, to the right people, in your local area, you are now building your image, brand and credibility.  The more you keep your name and services in front of these people, the easier it's going to be to get them to respond to your offers.  This doesn't happen if you are buying leads, or using a telemarketing service from a third party. 

This is just the first step to establishing yourself as the trusted advisor in your local community, and becoming the advisor people want to see.