Top P roducers How
Marcus T. Henderson Sr., LUTCF, is a 21-
year Million Dollar Round Table (MDRT)
member with nine Court of the Table and
two Top of the Table honors. He is presi-dent/CEO of Henderson Financial Group
Inc. in Nashville, Tenn., where he serves as
lead financial advisor.
R.J. Kelly, CLU, ChFC, M.S.F.S., is the
founder and chief visionary officer of the
Wealth Legacy Family of Companies in San
Diego. Kelly develops comprehensive plans
that stimulate growth, provide protection,
manage legacy issues, and facilitate business
succession and exit strategies. He is also the co-founder and chair of The Center for Wealth and
Legacy, a nonprofit that challenges business
leaders to positively impact their community.
Marc A. Silverman, CLU, ChFC, is a 29-year
MDRT member with five Court of the Table
and 19 Top of the Table honors. He is president/
CEO of Silverman Financial Inc., in Miami,
where he has a diversified client base including
public corporations, closely held businesses,
individuals, trusts and estates.
Ihad lunch a few weeks ago with a bright, eager, personable young man who has just started his career in the life insurance business. I asked him how it was going, and what he told me did not surprise me in the least. He loves the business, he said, and he loves talking to people about life insurance. But he finds it incredibly challenging to find enough people who are willing to talk to him about their insurance needs. Sound familiar? I’m not sure whether he found it reassuring or frightening when I told him that his challenge is a common one — and not just among newer producers. Many veterans of the business still find this the most difficult part of their business, but they have found successful methods to make sure they see enough people on a favorable basis. This month’s roundtable focuses on prospecting and some techniques that really
work. I asked three of the top producers in our business about their personal approaches to keeping the pipeline full. I found that, even for these producers, meeting
good prospects is not a slam dunk — it takes hard, thoughtful work and persistency.
Here to talk about how they accomplish it are the following top producers: Marcus T. Henderson Sr., LUTCF; R.J. Kelly, CLU, ChFC, M.S.F.S.; and Marc A.
Silverman, CLU, ChFC.
By Charles K. Hirsch, CLU
Building prospecting habits
Charles K. Hirsch, CLU: Many successful agents I know talk about the importance of
making prospecting a regular part of the business day. Could you share some specific suggestions for the young producer who is trying to
establish strong, productive prospecting habits?
Marcus T. Henderson Sr., LUTCF: The
absolute No. 1 suggestion I would make to a
young producer about prospecting is to become
comfortable with the uncomfortable. Always
keep in mind that prospecting is not done sometimes or on a specific day. It is a constant in our
profession, almost like breathing. It is something a producer does naturally and with deliberate effort; prospecting should be a part of your
very being. Now, I know that sounds like a lot,
but it’s necessary. That’s the type of commit-