--- title: Don't overlook these easy leads description: Buying leads can be expensive, and cold-calling and door-knocking can be an exercise in frustration. While those are an important part of getting new business, don’t forget that your existing customers can offer you a great source of leads - their adult children. image: https://cdn.prod.website-files.com/6978e65abed067e994e8d3ed/69e0edc39a6f2b446ec622d5_og-5-2-blog.webp --- [![](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) - 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Without people to present to, you’re out of business. Buying leads can be expensive, and cold-calling and door-knocking can be an exercise in frustration. While those are an important part of getting new business, don’t forget that your existing customers can offer you a great source of leads - their adult children. ![Clients over age 83](https://www.newhorizonsmktg.com/images/NewsImages/2016-0223-agencybloc.png) **To find your clients with children who are 65 years old, target the ones who are age 83 and older.** Why 83? Because that covers people who started having children when they were 18. ## How do I find them? To do this easily, you need an [Agency Management System](http://www.newhorizonsmktg.com/news/why-you-should-choose-and-use-a-crm) (AMS) or [Customer Relationship Management system (CRM)](https://blog.newhorizonsmktg.com/customer-relationship-management-systems-what-why-how). If you don’t have a system in place, **it’s time to get on board**. You are going to get left behind, and can’t get the info you need without one. Digging through filing cabinets isn’t going to work here! Your system should have a way to run reports or searches. At the very least, you should be able to get an Excel file that lists your clients and their birth dates. In our test, I ran a report from our system, [AgencyBloc](http://www.agencybloc.com). It offers the ability to search a range of birth dates. I left the start date empty, and only entered the end date of February **1933**, which is 83 years ago (from 2016). Your system may have a date range search, or it may even let you choose your clients’ ages. I also selected options to only search people with a status of “Insured”, “App Submitted” or “Quote” but that’s optional. The results gave me a list of matching clients, and showed me that almost **18% of our clients were age 83 and older**. These are people worth following up with! ## Making it easier going forward Conversations aren’t just for small talk, they are crucial in uncovering information. Make it a practice to ask your clients if they have kids, and find out how old they are. Make notes in your AMS or CRM, and if they are under 65, set a reminder to follow up at the appropriate time. They’ll probably trust you since you’ve helped their parents.   Your Agency Management System can be a treasure trove of easy-to-access information, whether it’s finding new leads, cross-selling opportunities, or better client communication. If you don’t have one in place yet, call me and I’m happy to chat with you about some good options. [Sales Tips](https://blog.newhorizonsmktg.com/tag/sales-tips), [Marketing](https://blog.newhorizonsmktg.com/tag/marketing), [Leads](https://blog.newhorizonsmktg.com/tag/leads), [Technology](https://blog.newhorizonsmktg.com/tag/technology) ## Comments ## Read On [![How to Use LeadCENTER To Grow Your Business](https://blog.newhorizonsmktg.com/hubfs/BlogImages/NH-How-to-Use-LeadCENTER-To-Grow-Your-Business.jpg)](https://blog.newhorizonsmktg.com/how-to-use-leadcenter-to-grow-your-business) ### [How to Use LeadCENTER To Grow Your Business](https://blog.newhorizonsmktg.com/how-to-use-leadcenter-to-grow-your-business) LeadCENTER is an exclusive tool that allows you to purchase high-quality Medicare and life... 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