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Category: Leads · 3 min read

How to Grow Your Business in the Car

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on December 26, 2019

author profile photo

on December 26, 2019

man driving in his car

If you’re like most Americans, you commute to work every day. I know I am. I drive about 20 minutes to work and 20 minutes back home, five days out of the week. That doesn’t sound too bad, right? But let’s add that up. Forty minutes a day for five days is 200 minutes, or 3 hours and 20 minutes. In a month, that’s 800 minutes, or more than 13 hours. In a year, that’s 52,200 minutes, or 870 hours, or more than 36 days.  

Can you believe that? 36 out of 365 days you’re spending just driving to and from work. That’s a lot of time in the car, and that’s only with a 20-minute commute.  

What if you could use even a fraction of that time to grow your business? I usually use that time to listen to music or listen to a podcast. Both of those things are great, but they don’t help me get more clients. This year, I’m going to try using the time in my car to my advantage. Here are a couple ideas how you can do the same for your business.  

36 out of 365 days you’re spending just driving to and from work. That’s a lot of time in the car, and that’s only with a 20-minute commute.

Call Two New Prospects 

I have two challenges for you. First, when you drive home today, call two prospects and check in with them. Then, the next day, call two more prospects and the next day after that, do the same. And, if you have a short commute, at least get one call in. If you do this five days a week, you’ll have called 10 prospects. Even if you get seven no’s, that means you got three yes’s. That’s new business and more appointments for you that didn’t cost you anything. 

 

Call Five Existing Clients 

Then, after you’ve done that, here’s my second challenge: call five of your current clients. Do this every day, until you’ve gone through your entire book of business. And then go through it again! Keep staying in touch with them.  

Why? Because it’s a simple and easy way to check in on your clients. See how they’re doing. Ask if they need anything. Do they want to come in and talk about their plan or finances? Has anything new popped up since the last time you talked that they have questions about? A quick touch-base is a great way to let your clients know you haven’t forgotten about them, you’re thinking about them, and you care. So, stay top of mind.  

Your timing is everything. You want to catch your clients at a time when they have a need and want to talk it over with you. The best way to figure out they need your help is to follow up with them on a regular basis.

A quick touch-base is a great way to let your clients know you haven’t forgotten about them, you’re thinking about them, and you care.

Reclaim your time in the car. Don’t waste it. We all have to drive every day, but we all have a choice of how we spend that time. Use it to work on growing your business and connecting with prospects and clients.  

#19-0816-121820 

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Written By

Mark Williams

President and CEO

Mark Williams is the President/CEO of Brokers International. Over his more than 25 years of financial services experience, Mark has been both a producing independent agent in the field and a home office leader consulting to agencies and field marketing organizations. Currently, Mark is focused on the future of the insurance industry, from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor, helping financial professionals navigate the industry.

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