--- title: Coaching basketball and selling insurance description: I coached D-1 college basketball for 16 years. Part of my job was to recruit the best players possible for our program. I talked to hundreds of High School coaches during that time. The most effective approach I found was calling on coaches who didn’t have the “Blue Chip” player at the time... image: https://www.newhorizonsmktg.com/Images/NewsImages/basketball.jpg --- [![](https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/697926babf20ddeb2d4ff972_64c7ba8d78ae605d730bbe060cf878ba_NewHorizons-White-Tag.svg)](https://www.newhorizonsmktg.com/) - [Home Home](https://www.newhorizonsmktg.com/) - Agents Agents [Why Us?](https://www.newhorizonsmktg.com/why-new-horizons)[Become an Agent](https://www.newhorizonsmktg.com/become-an-agent)[Sell Your Book](https://www.newhorizonsmktg.com/sell-your-book-of-business)[Support](https://www.newhorizonsmktg.com/support)[Technology & Tools](https://www.newhorizonsmktg.com/tools-technology) Agents Agents [Why Us?](https://www.newhorizonsmktg.com/why-new-horizons)[Become an Agent](https://www.newhorizonsmktg.com/become-an-agent)[Sell Your Book](https://www.newhorizonsmktg.com/sell-your-book-of-business)[Support](https://www.newhorizonsmktg.com/support)[Technology & Tools](https://www.newhorizonsmktg.com/tools-technology) - Products Products [Medicare Supplement](https://www.newhorizonsmktg.com/products/medicare-supplements)[Medicare Advantage](https://www.newhorizonsmktg.com/products/medicare-advantage)[Life Insurance](https://www.newhorizonsmktg.com/products/life-insurance)[Final Expense](https://www.newhorizonsmktg.com/products/final-expense-insurance)[Annuities](https://www.newhorizonsmktg.com/products/annuities)[Cancer / Critical Illness Insurance](https://www.newhorizonsmktg.com/products/cancer-insurance)[Dental, Vision, Hearing Insurance](https://www.newhorizonsmktg.com/products/dental-vision-hearing-insurance)[Short-Term Care Insurance](https://www.newhorizonsmktg.com/products/short-term-recovery-care)[Long-Term Care Insurance](https://www.newhorizonsmktg.com/products/long-term-care-insurance)[Hospital Indemnity Insurance](https://www.newhorizonsmktg.com/products/hospital-indemnity-insurance)[Accident Insurance](https://www.newhorizonsmktg.com/products/accident-insurance)[Prescription Drug Plans](https://www.newhorizonsmktg.com/products/prescription-drug-plans)[All Products By Carrier](https://www.newhorizonsmktg.com/carriers) Products Products [Medicare Supplement](https://www.newhorizonsmktg.com/products/medicare-supplements)[Medicare Advantage](https://www.newhorizonsmktg.com/products/medicare-advantage)[Life Insurance](https://www.newhorizonsmktg.com/products/life-insurance)[Final Expense](https://www.newhorizonsmktg.com/products/final-expense-insurance)[Annuities](https://www.newhorizonsmktg.com/products/annuities)[Cancer / Critical Illness Insurance](https://www.newhorizonsmktg.com/products/cancer-insurance)[Dental, Vision, Hearing Insurance](https://www.newhorizonsmktg.com/products/dental-vision-hearing-insurance)[Short-Term Care Insurance](https://www.newhorizonsmktg.com/products/short-term-recovery-care)[Long-Term Care Insurance](https://www.newhorizonsmktg.com/products/long-term-care-insurance)[Hospital Indemnity Insurance](https://www.newhorizonsmktg.com/products/hospital-indemnity-insurance)[Accident Insurance](https://www.newhorizonsmktg.com/products/accident-insurance)[Prescription Drug Plans](https://www.newhorizonsmktg.com/products/prescription-drug-plans)[All Products By Carrier](https://www.newhorizonsmktg.com/carriers) - Training Training [Webinar Calendar](https://www.newhorizonsmktg.com/training/webinars)[Medicare Supplement Training Hub](https://www.newhorizonsmktg.com/training/medicare-supplement)[Medicare Advantage Training Hub](https://www.newhorizonsmktg.com/training/medicare-advantage)[Life Insurance Training Hub](https://www.newhorizonsmktg.com/training/life-insurance)[Annuity Training Hub](https://www.newhorizonsmktg.com/training/annuities)[Short-Term Care Training Hub](https://www.newhorizonsmktg.com/training/short-term-care)[Additional Training & Tips Sheets](https://www.newhorizonsmktg.com/training/additional-training) Training Training [Webinar Calendar](https://www.newhorizonsmktg.com/training/webinars)[Medicare Supplement Training Hub](https://www.newhorizonsmktg.com/training/medicare-supplement)[Medicare Advantage Training Hub](https://www.newhorizonsmktg.com/training/medicare-advantage)[Life Insurance Training Hub](https://www.newhorizonsmktg.com/training/life-insurance)[Annuity Training Hub](https://www.newhorizonsmktg.com/training/annuities)[Short-Term Care Training Hub](https://www.newhorizonsmktg.com/training/short-term-care)[Additional Training & Tips Sheets](https://www.newhorizonsmktg.com/training/additional-training) - Resources Resources [Announcements](https://www.newhorizonsmktg.com/announcements)[Blog](https://blog.newhorizonsmktg.com)[Marketing Materials](https://www.newhorizonsmktg.com/marketing-materials)[Perpetuation Planning](https://www.newhorizonsmktg.com/perpetuation-planning)[Newsletter](https://www.newhorizonsmktg.com/newsletter) Resources Resources [Announcements](https://www.newhorizonsmktg.com/announcements)[Blog](https://blog.newhorizonsmktg.com)[Marketing Materials](https://www.newhorizonsmktg.com/marketing-materials)[Perpetuation Planning](https://www.newhorizonsmktg.com/perpetuation-planning)[Newsletter](https://www.newhorizonsmktg.com/newsletter) - About About [About New Horizons](https://www.newhorizonsmktg.com/about-us)[Meet the Team](https://www.newhorizonsmktg.com/team) About About [About New Horizons](https://www.newhorizonsmktg.com/about-us)[Meet the Team](https://www.newhorizonsmktg.com/team) - [Contact Contact](https://www.newhorizonsmktg.com/contact) [Sign In Sign In](https://www.newhorizonsmktg.com/login) Jason [Agent Dashboard](https://blog.newhorizonsmktg.com/dashboard)[Account Settings](https://blog.newhorizonsmktg.com/account-settings)Sign Out June 17, 2014 · [Kirk Sarff](https://blog.newhorizonsmktg.com/author/kirk-sarff) # Coaching basketball and selling insurance ![Basketball coaching and selling insurance](https://www.newhorizonsmktg.com/Images/NewsImages/basketball.jpg) I coached D-1 college basketball for 16 years. Part of my job was to recruit the best players possible that “fit” our program. I talked to literally hundreds of High School coaches during that time. The most effective approach (I found) was calling on coaches who didn’t have the “Blue Chip” player **at the time**. The High School coach truly appreciated me calling them when NOBODY else was making contact with them (because they didn’t have ‘something’ everyone wanted). The approach proved to be productive when the coach eventually DID have a “blue chip” player or when the coach would **refer** us to another recruit or coach. ![Basketball coaching and selling insurance](https://www.newhorizonsmktg.com/Images/NewsImages/basketball.jpg) I think we can relate this to sales. Your clients need to hear from you when they don’t necessarily “need you.” The good will of calling on current clients when there isn’t an immediate need or crisis (rate increase for example) goes a long way. It’s a great time to make sure their family is protected before a crisis or need (as opposed to during one). ## Call on 10 of your existing clients to review their insurance coverage - Health insurance (Med Supp, LTC) - Life insurance (our [Life Insurance Review form is found on our website](http://www.newhorizonsmktg.com/life-sales-letter-template)) - Annuity / CD ### Purpose: - Lets your client know you are their “insurance” agent - Being proactive to help them with any changes that need to be made (vs another agent replacing your business) - Introduce coverage(s) that will benefit them (Life/LTC policy for example)  I challenge you to set 10 appointments with current clients this month to review their life and health coverage. You will strengthen your relationship with your client, help protect them and will most likely produce sales. Also, a great time to ask for referrals.  Please let us know if we can help in any way.   If you need a copy of the [Life Insurance Review form, it's here](http://www.newhorizonsmktg.com/life-sales-letter-template). [Sales Tips](https://blog.newhorizonsmktg.com/tag/sales-tips) ## Comments ## Read On [![NH-brent-kelly-priority](https://blog.newhorizonsmktg.com/hubfs/NH-brent-kelly-priority.jpg)](https://blog.newhorizonsmktg.com/number-1-priority-of-insurance-agents-featuring-brent-kelly) ### [What Should Be the #1 Priority of Insurance Agents - Featuring Brent Kelly](https://blog.newhorizonsmktg.com/number-1-priority-of-insurance-agents-featuring-brent-kelly) I was checking out insurance podcasts on a typically humid Florida afternoon when I came across the [![NH-If-a-client-asks-this-question-do-you-have-a-good-answer](https://blog.newhorizonsmktg.com/hubfs/BlogImages/NH-If-a-client-asks-this-question-do-you-have-a-good-answer.jpg)](https://blog.newhorizonsmktg.com/if-a-client-asks-this-question-do-you-have-a-good-answer) ### [If a client asks this question, do you have a good answer?](https://blog.newhorizonsmktg.com/if-a-client-asks-this-question-do-you-have-a-good-answer) The main task of an insurance agent is to educate the client. We've been writing about education... [![All Star Insurance Agents](https://www.newhorizonsmktg.com/Images/NewsImages/basketball.jpg)](https://blog.newhorizonsmktg.com/insurance-all-stars) ### [Insurance All-Stars](https://blog.newhorizonsmktg.com/insurance-all-stars) When I was younger, I always wanted to be a college basketball player. Watching my sons grow up, I... This website is for agent use only. Not for public use or distribution. ![](https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/697926babf20ddeb2d4ff972_64c7ba8d78ae605d730bbe060cf878ba_NewHorizons-White-Tag.svg) New Horizons Insurance Marketing 122 W. Prairie Ave. Suite 200 Decatur, IL 62523 Phone: [888-780-7676](tel:+1-888-780-7676) #### Navigation - [Home](https://www.newhorizonsmktg.com/) - [Agents](https://www.newhorizonsmktg.com/agents) - [Products](https://www.newhorizonsmktg.com/product-lines) - [Training](https://www.newhorizonsmktg.com/training) - [Resources](https://www.newhorizonsmktg.com/resources) - [Blog & Updates](https://blog.newhorizonsmktg.com/) - [About](https://www.newhorizonsmktg.com/about-us) - [Contact](https://www.newhorizonsmktg.com/contact) #### Social - - - - [Privacy](https://www.integrity.com/privacy-policy) - [Terms of Service](https://www.newhorizonsmktg.com/terms) - [Do Not Sell My Information](https://submit-irm.trustarc.com/services/validation/d14968e7-edec-4831-b5f2-c494567844f6) ```json { "@context" : "https://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Kirk Sarff", "url" : "https://blog.newhorizonsmktg.com/author/kirk-sarff" }, "dateModified" : "2018-10-25T18:56:42.942Z", "datePublished" : "2014-06-17T18:56:00.000Z", "headline" : "Coaching basketball and selling insurance", "mainEntityOfPage" : { "@id" : "https://blog.newhorizonsmktg.com/coaching-basketball-and-selling-insurance", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://blog.newhorizonsmktg.com/hubfs/NHIM-Logo-transp.png" }, "name" : "New Horizons Insurance Marketing, Inc." } } ```