Here’s a new point of sale service strategy that drives prospecting.

If you could make just one small change to your sales process that would make you more professional and give you more good prospects at the same time, would it be worth knowing how to do it? I thought so.

The CEO of a large South American insurer revealed an amazing idea to me in a conversation at the 2025 MDRT Annual Meeting in Miami Beach to do just that. He said they had a unique prospecting process when completing life insurance applications that both clearly helped the new client and provided agents with more new prospects just like them.

After completing the application, the agent says something like: “Mr. Prospect, paying life insurance benefits to your family quickly is our priority because unnecessary delays jeopardize your family’s security at the worst possible time. To minimize any delay, we ask you to appoint 2 Policy Guardians who can report claims even if your survivors don’t. I then contact them to let them know how much you respect them and to confirm that they are willing to help. So, who are 2 responsible and trusted friends that can be your policy guardians and what’s the best way to contact them?” 

Then, when you contact them, give them your name, contacts, and specialty. Answer any questions you can without breaking confidentiality. Make them feel good about being selected.

The Mutual Funds Business here in Canada has a similar Trusted Contact idea but isn’t this idea even more valuable with life insurance? I believe that this opportunity to connect with good people in a unique and professional way will prove you are a very caring advisor and help you build your warm prospect list with top quality names too.

So, can you make it work?