What is prospecting? prospecting is the process of searching for potential customers in order to develop new businesses. The objective is to move the prospect through the sales process until they eventually convert into revenue generating customers. There was a story about a medium sized Petroleum Company that was hugely successful in finding oil wells. When the owner of the company was asked, Why were they so successful, even though every other company has pretty much the same geophysicist engineers and equipment is replaced was because we dig more holes. Your success in the world of selling will actually be determined by the quality and quantity of prospects you are able to seek out.

Prospecting is the lifeblood of the insurance business and must be continued as a daily activity.