by Tony Vidler 
The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also.
In the old days we qualified prospects on the basis of a clearly identifiable need, the capacity to pay, approachability, and “insurability”. This last one evolved over time into a wide ranging concept which went beyond just the physical characteristics of whether a person could obtain actual insurance cover, but extended to whether they had the desire to “go through the process”, whether that was for insurance, or investment planning or a mortgage application – but would they be willing to last the process and would a product supplier accept their business.
In recent years the way we have to qualify prospective clients has changed substantially, and it is now this last and somewhat vague criteria which is the most important one. It is the one which is the key to determining who you should spend your limited working time with, and which ones you should find other ways to deal with – or push out of the process entirely.
In this weeks quick tips we have a look at how qualifying prospective clients has shifted, and how you should determine which ones are worth your personal time…
Watch the video to learn more…
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