How to identify the perfect prospect…

Pillar 2, who's your ideal buyer? What does your perfect prospect look like? Now, I understand at some point early in your career, you will be more of a generalist. However, I'm here to tell you, the faster you can identify your ideal prospect, the faster you're going to have success, especially if you are a builder or a performer. So how do you identify the ideal buyer? Simply identify the ideal demographics and psychographics. Now, the demographics are the statistics we have all been trained in the insurance industry to filter out and identify a good prospect. It could be what industry they're in, the size of their revenue, the number of employees they have if you're selling employee benefits. It could be where they're located. It could be you're going after a certain job title like an HR professional or a CEO or CFO. Those are the statistics, the demographic statistics that make a prospect a good fit. But here is the key. You cannot identify demographics— identify an ideal prospect on demographics alone.