Once you have started prospecting and getting leads for your business, you will need to implement a system to follow up with them. Most of the time, prospects are not ready to buy your products or services right now and will decline or defer meeting. However, prospects will purchase more policies as they go through different life stages. It is important that we keep in touch with them so that they will remember and let us know when they are ready to buy their next policy. Here are some of the more commonly used methods for keeping in touch and following up with prospects, diaries and no planets. The trustee or management diary or planner can be used to follow up and keep track of prospects.

However, the disadvantage is that it requires repeated rewriting and transferring of prospects names from one day to another. Multiply that by hundreds or even thousands of prospects in your system and the work becomes overwhelming. prospect management system. This is where a card is created for each prospect that we are following up with, like a doctor's medical card. The cards are organized based on the date we are next contacting him or her. I will go through this system in further detail in the subsequent slides.

Microsoft Excel using Microsoft Excel is also a popular way to keep track of prospects, customer relationship management software CRM. For agents who are more tech savvy using a customer relationship management software would be an effective solution to follow up with prospects. Email marketing automation. Nowadays, there are a number of email marketing automation software's that can be easily programmed to automatically keep in touch and follow up with the prospects. If you are interested in this method, do check out the website as shown at the bottom of this slide. I won't be going into the details of each of these follow up methods as it is outside the scope of this course.

However, I will run through how I used the prospect management system when I was selling. This is to show you how the follow up process is like, you can then apply the idea behind it to any other system you wish to adopt.