How to Get Your First 10 LIC Customers: A Practical Prospecting Plan

Start with a warm network

Create a list of people who already know you: relatives, friends, neighbours, former classmates, professional contacts and community connections. The purpose is to identify people who may be open to a conversation, not to pressure everyone you know.

Organise the list into groups and note the most appropriate way to contact each person.

• Family and extended family
• Friends and former classmates
• Neighbours and community contacts
• Professional contacts
• Introductions from existing customers

Use a simple opening conversation

Avoid opening every conversation with a product pitch. Start by understanding the person’s stage of life, responsibilities and existing financial protection. Ask permission to discuss the topic and keep the conversation respectful.

Good questions are often more valuable than long presentations. Listen for responsibilities, dependants, financial commitments and protection gaps before explaining relevant options.

Build a 10-customer pipeline

Instead of thinking only about closing 10 policies, create a larger prospect pipeline because not every conversation will become a customer. Track who is new, who has been contacted, who needs a follow-up and who has referred someone.

A simple spreadsheet or CRM-style list can be enough when you are starting.

• Prospect name and contact
• Date of last conversation
• Next follow-up date
• Customer need or topic
• Referral source
• Status

Ask for referrals naturally

A satisfied customer can become a powerful source of introductions. After providing useful service, ask whether they know anyone who may benefit from a similar conversation.

Make referrals easy by requesting an introduction rather than asking for a large list of phone numbers. Respect privacy and consent.

Use WhatsApp and digital channels professionally

Digital communication can help you stay visible, but quality matters. Share educational, useful content rather than sending repeated promotional messages. Keep your profile professional and make it easy for someone to contact you.

A simple website or blog can also help prospects understand who you are, what you do and how they can reach you before agreeing to a conversation.

Follow-up is where many prospects are lost

People may be busy, undecided or waiting for a family discussion. A polite follow-up at an agreed time is very different from repeated pressure.

Use reminders so you do not depend on memory. Every follow-up should have a purpose: answer a question, share requested information or confirm the next conversation.

Protect your reputation

The fastest way to damage a new agency career is to overpromise. Never guarantee returns, approval, income or outcomes that depend on policy terms, underwriting or current rules.

Trust compounds. If people know you are accurate, responsive and respectful, introductions become easier over time.