Prospecting to Closing

This is how Puente Family Insurance runs an appointment, start to finish. It is Marisol’s method, written down so every agent runs the same play.

Where leads come from

1. Referrals, first and always. Happy clients send their sister, their comadre. Every good appointment should end with the door open for a referral.
2. The Facebook page. People message us directly; those go in the client sheet the same day.
3. Community events. Church festivals, school fairs. We have a table, we collect names, and every name goes in the sheet that same day, no exceptions.

The appointment: kitchen table, three questions

Before you show anything, ask three things:

1. Who depends on you?
2. What do you have now?
3. What did it cost you the last time someone in the family passed?

That third question opens everything. Everyone has a story. Let them tell it.

Presenting: two options, never five

Show two options, maximum. People freeze with five. For each option, put on paper: the price, what it covers, and what it does not cover. Plain words, no product codes.

The objections you will hear

“I need to think about it.” That usually means the spouse is not there. Ask when both of them are home and come back. Do not push past a missing spouse; the sale that closes without them cancels later.

“I have it through work.” Ask what happens to that policy if they leave the job. They almost never know. That is the conversation, not an argument.

Right after the close

1. Text the client the same night. Thank you, here is my number, the policy arrives in about two weeks.
2. Enter the application cleanly, the same day if you can. The checklist is on Entering applications.
3. Check the first draft cleared in week one.

Next step

Every lead and every close goes in the client sheet the same day. That is the rule.