Cold calling. Email blasts. Getting ignored.
If you’re like most insurance agents, prospecting can feel like an uphill battle—especially when you’re trying to break into accounts with no warm introduction and no obvious way in.
But there’s a better way to approach cold outreach. It’s personal, effective, and actually gets attention.
It’s called the drop-off sales approach, and it could change the way you build your pipeline.
Want the full breakdown of how to use this strategy to open doors and start meaningful conversations? Download the Drop-Off Sales Guide for Insurance Agents.
What Is the Drop-Off Sales Approach?
It’s exactly what it sounds like: you drop by a prospect’s business, ask to speak to the person you're targeting, and leave behind a piece of valuable content, like a safety checklist or educational guide. Then you do it again. And again.
You’re not trying to sell on the first visit. You’re showing up with something helpful, staying top of mind, and positioning yourself as a trusted expert—long before the insurance conversation even starts.
This approach isn’t flashy. It’s not high-pressure. But it works. Especially when done consistently.
Why It Works (When Cold Calls Don’t)
Let’s face it: your prospects are overwhelmed. Calls go to voicemail. Emails get buried. But when you show up in person, everything changes.
The drop-off strategy works because:
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You make a personal connection
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You stand out from other agents
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You build real trust over time
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You create curiosity with each visit
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You gain access that emails and calls rarely do
Each visit is like planting a seed. The more value you deliver, the more trust you build. And eventually, those small drop-offs lead to real conversations—and real opportunities.
Just like seeds don’t bloom into flowers overnight, these drop-offs don’t immediately turn into sales. But they build the groundwork for future conversations and deals.
You Don’t Need a Pitch. You Need a System.
The drop-off strategy isn’t about trying to “sell” your way into a conversation. It’s about being helpful, being consistent, and being someone your prospect actually wants to talk to.
Whether you’re offering to walk through a compliance issue, inviting them to a webinar, or performing a mod analysis—every visit moves you closer to that first real conversation.
And when you do bring up insurance? You’ve already proven your value.
Start Building Real Momentum
If you’re tired of sending emails that never get answered… if you’re ready to stop hoping someone picks up the phone… this strategy is for you. But you need to know how to do it right. The first visit matters. What you say matters. What you leave behind matters.
Grab this guidebook to dive deep into this approach, including
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- How to execute like a pro
- What to say when you show up
- What resources to leave behind (including 6 marketing handouts you can use)
- How to answer when a prospect asks, "Why are you doing this?"
- Tracking worksheets to organize your efforts
- And more...
