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Use the Resources You Have Right Now

I've talked to a few of my fellow insurance agents, as well as other sales people recently and for the most part many are struggling in this pandemic and economic crisis. With people losing jobs and incomes, the worry is that if no one has money, people can't buy stuff, like homes, cars, insurance, etc.

As I've mentioned in previous posts, salespeople will need to temporarily learn to working from home or offsite. Luckily for nearly all of us, the internet is helping us tremendously. By using the web, I can still keep in touch with my clients, and still prospect for new ones. How does one do all of this when stuck at home? Here are some ideas.


  • Email is great for reaching out to your clients or customers. Drop a note and just ask how they're doing. At the end of your email, note that "If you need anything, let me know." They'll know you're there in case and appreciate you.
  • LinkedIn is a great place to find new prospects. Since face-to-face networking is off the table, use this resource to your best advantage. Find groups that pertain to your industry and contribute. Just like any other networking group, you get out of it what you put into it. 
  • Use your phone. If your phone is like mine it's filled with contacts from over the years. Don't be afraid to text contacts to "check in". Just like the emails above, you can make a great impression by touching base without having to sell something. 


Just this week I reached out to a nice lady I haven't spoken to in over a year. I let her know I had seen one of her posts on Facebook and I just wanted to make sure she was doing okay. We ended up talking for about 45 minutes, in which time I managed to explain a new company I recently became affiliated with. After asking a few questions she said she may know of some people who could be interested. By just touching base with her I'll get some referrals.

I've managed to stay much busier than some of my peers by staying active during this whole coronavirus thing. One thing we all need to avoid is having to start from square one once this crisis is over. Make sure that your pipeline is full from now. Heck, given that some business can be done on the web, you may be able to close some business now.

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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