Trade shows for your best prospects are a great way to generate leads if you know how to take advantage of the opportunity. You can reap the benefits without having to rent a booth. The down side to renting a booth in addition to the cost is the fact that you're tied to the booth unless you have enough help to man your booth so that you can be free to roam the event. Most trade shows are recurring and you can know the date of the next one a year in advance, so you have plenty of time to plan your strategy for using this sales technique. When the event is held at a hotel or a convention center connected to a hotel you could rent a room during the event and send post cards to prospects inviting them to visit you to get something they would value. You could also host an after the event cocktail hour in your own private room.

There's a common saying, 'taking three steps forward and two steps back'. We've all felt this sort of frustration at some point in our life. Luckily you're reading this article and I have an exercise to show you how to eliminate the 'two steps back'.

The way you track your sales funnel and sales cycle can significantly impact your insurance sales success. Is the way you track now complicated and cumbersome? Could a simple system be more efficient and effective? Yes. You need to know at a glance exactly who is in your sales funnel, where they are in your sales process, their preferred contact information, the outcome and commitment from your last contact, and the next action you need to take to keep your prospect on track for closing.

Persuading the affluent requires that we be like them, our prospects and clients, as much as we can.