Simple Way to Create a Prospect Scorecard
Monday, June 7th, 2010It’s easy to create a prospect scorecard (or virtual prospect scorecard if you’re a virtual agency or independent agent). First, start with your top ten criteria for an ideal, in profile client (if you don’t have ten, you can select 5 or 6). Criteria can include items like industry, revenues, growth, target buyer title, specific insurance requirements, participating employees, group coverage needs, and other attributes relevant to your ideal prospect. Once you have identified your top ten (or whatever number you select), you can rate them on your scorecard on a scale of 1 to 10, a 10 being your perfect prospect and a 1 not even worthy of discussion. We currently use a 5 point scale on our own scorecard, (more…)