Eric was new to insurance and risk management. Smart, coachable, and hungry to win. But after a strong first month, the leads dried up—and so did the confidence.
“I don’t get it,” he said. “I had so many leads last month. Now… nothing.”
Sound familiar?
Eric fell into the classic trap: he only prospected when the pipeline was empty. It’s like going to the gym once a quarter and expecting abs. Prospecting is a muscle—it only grows with consistent reps.
The Wake-Up Call
By the time Eric realized his pipeline was dry, it was already too late.
The result? A slow month. Then another. He started questioning everything.
That’s when his sales manager rebuilt his routine from the ground up—starting with a daily prospecting habit. Not when he felt like it. Not when business slowed. Every. Single. Day.
Lesson 1: One Channel Is a Dead End
Eric was leaning on email like it was a magic wand as his single channel for outreach. But today’s buyers? They’re everywhere. LinkedIn. Phone. Video. Even old-school snail mail.
So, his manager told him to add multichannel outreach to his game plan—personalized videos, strategic LinkedIn connections to build a community, handwritten notes. Suddenly, his response rate spiked.
The key wasn’t being everywhere—it was being where his prospects, clients, underwriters, and centers of influence were.
Lesson 2: Don’t Just Talk—Test
Eric’s emails weren’t getting traction, but he wasn’t testing anything. No tweaks. Just hoping.
So, his manager asked him to start tracking. Subject lines. CTAs. Tone.
Within a week, one small change—leading with a question instead of a pitch—doubled his reply rate. Prospecting isn’t just about effort. It’s about improvement.
Lesson 3: Always Research Before Reaching Out
Eric’s manager pointed out that blasting out generic emails without doing any background research is a quick way to get ignored. In this age of instant social connection, Eric had no excuse for skipping prep work.
He began to understand that the more you understand your prospect’s world, the more relevant — and effective — your outreach will be.
Lesson 4: Commit to a Daily Prospecting Habit
Eric quickly realized that his earlier prospecting attempts lacked consistency. He observed that the best producers in his agency weren’t leaving prospecting up to chance or mood. They blocked time. They made it a daily, non-negotiable part of their schedule. He began scheduling prospecting, and his new approach started working for him.
He committed to mastering prospecting and maintaining his pipeline, and now, his calendar is booked. His pipeline’s full. And prospecting? It’s not a chore. It’s Eric’s competitive edge.