Prospect Scorecard & Marketing Books
The Prospect Scorecard offers insurance agencies and producers a simple and easy way to qualify, track and rank their best prospects. Agency owners, principals, producers, and sales managers often refer to prospects in vague terms such as: warm, hot, cold, likely, qualified, etc.
These terms are vague and do not help stakeholders understand their sales pipeline or convey the likelihood of purchase. The Prospect Scorecard resolves this issue, simply, quickly and easily for any producer or agency.
These terms are vague and do not help stakeholders understand their sales pipeline or convey the likelihood of purchase. The Prospect Scorecard resolves this issue, simply, quickly and easily for any producer or agency.
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Helps you create ideal attributes to form your buyer personas
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Showcase your professionalism and expertise
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Assigns numeric values to rank your best prospects
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Create a simple qualification acronym to determine likelihood to close
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Rank your prospects alphabetically, by Prospect Score and Quality Score
Best of all, you can get your complementary template here:

Buyer Persona – What does your perfect client look like? Create a Prospect Scorecard and Buyer Persona to quantify your approach to pipeline building. Some attributes of your ideal client might include revenue, growth rate, client type (business or consumer) and market niche. For example, are you targeting companies with $5m to $10m in revenue? Are your best prospects fast-growing firms (Inc. 500 list)? Are you selling to consumers?
A buyer persona is a composite representation of your ideal customer based upon existing client profiles, preferred prospect profiles and market research. The profile should include demographics, personal and business attributes, and behaviors that are typical of your ideal prospect. Your buyer personas should be a one or two paragraph written description of your ideal buyer. For example:
A buyer persona is a composite representation of your ideal customer based upon existing client profiles, preferred prospect profiles and market research. The profile should include demographics, personal and business attributes, and behaviors that are typical of your ideal prospect. Your buyer personas should be a one or two paragraph written description of your ideal buyer. For example:



Creating an insurance agency buyer persona will help improve producer prospecting and closing, resulting in a leaner pipeline and improved close ratio. And buyer personas are also helpful when agencies outsource their appointment setting initiatives. If your agency has not yet created buyer personas, or if you haven’t updated them for a few years, take the time to revisit this important exercise.
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Contact our insurance marketing team today!