In many ways, life insurance is like having a Will written. Most people put both on the back burners. While most people need life insurance, they feel no sense of urgency.

The best prospects are individuals who have just had a "life event". A life event would include - a couple getting married, a couple having a baby, an individual changing jobs or starting their own business. So, how do I find prospects having life events? One of the greatest sources is referrals. Every couple that you meet with let them know that you specifically work with married couples. Do they have any friends or relatives that are married? Make it your goal to leave a meeting with 3 or 4 referrals.

Another source of referrals is through a professional network. Its important to work with an estate attorney, a mortgage broker, a realtor and an insurance agent that only writes auto and homeowners insurance.

An equally important source of growth is the internet. While many agents feel the internet has hurt their business, others are making it a big part of their prospecting. The first step to internet marketing is to build a professional website. If you are going to build the site yourself, make sure you have some understanding of search engine optimization. If you are going to hire a web designer, make sure they include SEO in their work. For a basic understanding of SEO, visit RichKahmer.com

Once your site is established you need to promote it. There are thousands of search engines, web directories and other websites that offer ways to link back to your site. It is vital that you get as many links to your website as possible. Not only will your website get visitors from all of these links, but this is one of the major factors that search engines use to rank sites in their search results. For a list of the best web directories to submit your site to, visit Web Directories

In addition to gathering links you'll want to purchase sponsored listings on Google and register your local zip codes on The Life Insurance Directory

Now that you've increased the number of new customers, it's just as important that you provide the best customer service possible. At least once a year schedule a financial review with your clients. This provides opportunities to fill new insurance gaps as well as gather more referrals.

Life insurance is extremely important and the majority of families are underinsured. How would you feel if someone you knew died without having enough life insurance to support their family? Let that thought motivate you everyday.