1. Prospecting is the first step to keeping your pipeline full. It is the most important thing you can work on in your career. 
2. No amount of increasing your closing percentage, overcoming objections or multi-lining your book will have as big of an impact on your success as the health of your pipeline
3. A healthy pipeline has a constant stream of potential opportunities that you can work on closing. 

Key Attributes

1. Asking for referrals from friends & Family
2. Building Centers of Influence
3. Ask Clients for referrals of people like them
4. Business Card Challenge (Hand out # cards per week, collect # COI cards per week)
5. Social Media

With friends and family make sure you are very clear with them that they need to come to you if something isn't right. I probably won’t check on your policy every year. Please don't just cancel and not tell me. I want this to be better for you and if it's not then that's ok too. 
“I am so glad I was able to meet your insurance needs. If I could as one thing before I let you go? I really liked working with clients like yourself, those who understand the importance of being covered correctly. Do you know anyone like yourself that would benefit from allowing me to review their insurance needs as well?”

• Makes them feel special
• I don't want to just quote anyone I want to work with people that fit with the products I offer.
• If you offer non standard products it makes it really hard to meet the need if you don't find clients who need non standard products. If you generally have standard products then you waste a lot of time trying to quote everyone who needs it.
• Were not in the quoting business were in the “meeting needs business”