Market Development
Inventory/Project 200
Name:____________________________
Sales Manager/
Managing Director:___________________
Agency:___________________________
Date:_____________________________
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
As a Financial Services Representative, your number one priority is
to find people who will purchase financial services.
Contents
3| Keys to identifying market groups
4| Exercises to help identify your market
5| Your guide to the Market
Development Inventory/Project
200 Form
6| Next steps: Your market strategy
The market for insurance and investments* is extensive. Early in your
career, you will contact many different types of potential clients.
Concentrating a portion of your sales activity to well-defined markets
creates more focus when building your client base – leading to more
effective sales and growth.
This booklet helps you define specific market groups by using the
Market Development Inventory/Project 200 Form. There are also a few
brief exercises to assist you along the way – all geared toward helping
you build your client roster.
* You must be a Registered Representative of MML Investors Services, LLC, to offer securities products. Securities offered through Registered
Representatives of MML Investors Services, 1295 State Street, Springfield, MA 01111-0001. (800) 542-6767. Member NASD/SIPC.
Excerpts of the text in this overview were quoted from “Markets Are People,” LIMRA, Inc., Hartford, CT.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
1) Keys to identifying market groups
To begin the identification of your target
market, let’s first define what a market is.
A market is an accessible group of people
who meet the following criteria:
Generally, five categories share characteristics, market needs,
and a significant level of interaction. (You may think of other
market groups once you begin the process.)
Common characteristics – Specific characteristics help define
and focus your market. The more characteristics that members
have in common, the more focus you will have in your sales
efforts. As an example, compare IT specialists or CPAs as a
market with “professionals earning in excess of $50,000
annually.” Since IT specialists or CPAs is a more focused and
identifiable definition, it would be easier for you to find ways
to identify specific people in that market to come up with
market-specific product and service offerings – and ways to
approach these people – than would be the case with
“professionals.”
• a small town where you have good social mobility
Common needs – The more similar the financial needs
of a member’s market, the easier it is for you to match
MassMutual products and services to their needs. As you
gain experience, you will know whether a particular group
of people will be most interested in estate planning, retirement
income, an educational fund, business insurance, etc.
High level of interaction/communication – The more the
members of a market interact with each other, the easier it
will be for you to find prospects and to build a reputation.
Communication within a market may be formal, as in a
newsletter or monthly meeting; or informal, with members
interacting in a social situation.
Not every market you identify fits perfectly with the
above criteria. Your definition of a market may often have to
consider the size and location of your territory. For example,
ophthalmic surgeons may be too narrow in a rural area, but
a broader group of medical professionals (doctors, nurse
practitioners, hospital administrators, etc.) may better meet
the criteria above. The market of ophthalmic surgeons may be
the right target in a large metropolitan area instead.
Marketing focuses on identifying groups of people who
share similarities and communicate on a regular basis. This
interrelationship can help you establish a reputation in the
community and the given market.
1) Geographic groups
• a particular neighborhood where you are well known
• a city area where a certain industry is concentrated
• corporate buildings, condos
2) Social and religious groups
• social groups (alumni, hobby, service)
• social media networks (LinkedIn, Facebook,
Twitter, etc.)
• religious-affiliated groups
3) Occupational and professional groups
• a profession in which you already have family
or friends
• an occupation in which you were previously employed
• Chambers of Commerce and Young Professionals
Networks (YPN)
4) Language, cultural, and ethnic groups
• a society or club related to a specific nationality or
culture which you identify with and can be accepted
5) Natural market groups
• people you already know well and can approach, such
as former classmates, friends, and neighbors
• family and centers of influence (COI)
The next section describes how to take your first steps in
identifying potential markets. You will begin to organize
the people you currently know into groups similar to those
discussed above.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
3
2) Exercises to help identify your market
Your personal background: Exercise
Potential market list: Exercise
As you complete the Market Development Inventory/Project
The characteristics of your background should logically
200 Form, consider your life experiences and current lifestyle.
direct you toward specific markets. Below are several
In the next exercise, think about the following aspects and
identify characteristics, interests, and experiences useful in
directing you toward various markets. Think more broadly
examples that illustrate potential market groups. Think about
your potential markets in this context:
Examples:
and consider the types of people you have interacted with in
• If you were a student athlete, your markets may be
the past and continue to associate with now:
coaches, trainers, school administrators, alumni
athletes and/or their families, among others.
Family background (parents’ occupations, community
activities, interests, etc.):______________________________
• If your family shares a similar career, such as the
_________________________________________________
medical profession, your markets may be other
_________________________________________________
doctors, associates, and professional colleagues in
Educational background (major, favorite subjects,
this field. Other similar attributes they may share
would be a medical association or social arenas
extra-curricular activities):__________________________
such as a golf course.
_______________________________________________
• If you possess a degree in accounting, you may
_______________________________________________
consider accounting firms, as well as financial
Occupational background (previous jobs, summer jobs,
officers, auditors, and budget coordinators.
internships, etc.):__________________________________
_______________________________________________
Next, complete the following exercise to help you
_______________________________________________
identify specific markets related to your interests and
Outside activities, hobbies, and interests:_______________
previous experience.
_______________________________________________
_______________________________________________
Characteristic
Professional clubs to which I have belonged:____________
_______________________________________________
Former Student Athlete
Coaches, trainers, school administrators,
alumni athletes/families
Ex. Doctors
Business owner, professional,
hobbies (golf course)
Ex. Accountant/Auditor
Business owner
_______________________________________________
Cities/areas I have lived:____________________________
_______________________________________________
_______________________________________________
Social media platforms I use to stay connected with family,
friends and acquaintances:___________________________
_______________________________________________
_______________________________________________
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
4
Potential markets
1.
2.
3.
3) Y
our guide to the Market Development
Inventory/Project 200 Form
Completing this form is very important. You will use
this information for the future planning of your market
and client-building activities. Your General Agent or
Sales Manager will review the results of your Market
Specific Market Groups
You may wish to reference the following categories when
completing the Market Development Inventory Form. (This is
a partial list.)
Type of businesses/companies with whom you do
business – Market Groups A & D
Auto Dealer
Dry Cleaner
Landlord
Plumber
Development Inventory to assess your market development
Baker
Electrician
Landscaper
Real Estate
needs and to assist you in planning a strategy to be effective
Banker
Florist
Lumber
Restaurant
in your markets.
Barber/Hairdresser
Grocer
Movers
Roofer
Builder
Hardware
Newspaper
Salesman
While filling out the form may take some time to complete,
Clothing Store
Heating
Nurse
Service Station
it deserves thorough treatment because it is the basis for your
Computer/Technical Hotel
Painter
Sporting Goods
Decorator
Pharmacist
Tailor
marketing plan in your new career.
Note: The Market Development Inventory/Project
200 is available in Excel. (Ask your General Agent
or Sales Manager for a copy.) You can complete the
MDI initially using the Excel version or transfer
the information from the MDI booklet.
NOTE: The information provided is confidential
and private.
Jeweler
Professionals – Market Group B
(People with advanced education & usually licensed)
Accountant
Dentist
Attorney
Doctor
Engineer
Government employees/officials – Market Group C
City Council
Fireman
School Teachers
City Gov’t./Manager
Military/Nat’l. Guard Urban Planners
Court System
Police
Known from previous work – Market Group E
How to complete the form
Begin by reviewing categories A through P of the Market
Work Associates
Previous Competitors
Previous Clients
Vendors
Groups listed in the Market Development Inventory/Project
Professional/trade associations – Market Group H
200 Form. Note the information required for each individual
Chamber of Commerce
Women of Business Associations
Estate Planning Council
Trade/Occupation - Specific Associations
listed. While you may not know the exact information for each
person, your estimate should be as accurate as possible.
List all the individuals you know in each Market Group then fill
in the descriptive information for each person and check off the
Civic groups – Market Group J
Arts Festival Sponsors
Museums
Ballet Group
Symphony
Theatrical Group
appropriate Yearly Income, Age, Family Status, etc.
Service clubs – Market Group K
Church/Temple Groups
Red Cross
YMCA
Note that for “Age,” five categories are provided. Select the
Kiwanis
Rotary
YWCA
most accurate choice and check off that box, then check off
the box titled “Within 5 Years+/-Your Age” (if applicable).
Hobbies – Market Group N
Art
Cards
Golf
Photography
After you have entered the required information, tally the
Baseball
Country Club
Health Club
Tennis
Market Group Categories on the Summary of Market Groups
Bowling
Dancing
Music
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
5
page, or enter the information into the auto-calculating Market
give this completed booklet to your General Agent or Sales
Development Inventory/Project 200 spreadsheet found
Manager. (Keep a copy for yourself. If you’ve completed the
on FieldNet.
electronic version, e-mail it instead.) He or she will discuss
When you’ve finished the Summary of Market Groups,
completion of the Market Identification Exercises and other
activities in your Career Sampling process.
Once you have completed the Market Development Inventory/Project 200 Form, meet with your General Agent, Managing
Partner, Sales Manager or Managing Director to confirm your priorities for approaching these markets.
4) Next steps: Your market strategy
After you have prioritized your potential
markets, you will want to prepare for your
client-building activities.
The next step is to enter each prospect into your database
for future contact. If you use OCS cards as your database,
transfer the names from your Market Development
Inventory to yellow OCS prospect cards. On these cards,
indicate the prospect’s market in the lower right-hand
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
6
corner of the card. In this way, after you have begun
working with your OCS, you will be able to recall the
prospect’s original market.
If you use an electronic or other database, enter all
the information into the database. Be sure to set up
your database in a way that you can indicate the
market for each name entered.
Market Strategy Worksheet
For each potential market, you will want to complete this Market Strategy Worksheet. By completing this form, you will be
able to anticipate the activities to sell effectively to your specific markets.
Potential market:____________________________________
What needs do you think will be uncovered? ______________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
Sources of names:___________________________________
List products and/or services which may be used to fit
_________________________________________________
their needs:________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
Promotional opportunities:____________________________
_________________________________________________
_________________________________________________
How do you intend to present these solutions?______________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
What form of pre-approach (if any) will be used?___________
_________________________________________________
_________________________________________________
What closing objections would you anticipate?_____________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
How/when will you ask for referrals in this market?_________
_________________________________________________
_________________________________________________
In the delivery process, what service can you perform?_______
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
Indicate the approach you think best to create interest:________
When is the best time for the next review?_________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
_________________________________________________
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
7
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
1.
2.
3.
4.
5.
6
7.
8.
9.
10.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
8
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
9
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
11.
12.
13.
14.
15.
16
17.
18.
19.
20.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
10
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
11
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
21.
22.
23.
24.
25.
26
27.
28.
29.
30.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
12
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
13
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
31.
32.
33.
34.
35.
36
37.
38.
39.
40.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
14
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
15
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
41.
42.
43.
44.
45.
46
47.
48.
49.
50.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
16
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
17
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
51.
52.
53.
54.
55.
56
57.
58.
59.
60.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
18
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
19
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
61.
62.
63.
64.
65.
66
67.
68.
69.
70.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
20
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
21
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
71.
72.
73.
74.
75.
76
77.
78.
79.
80.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
22
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
23
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
81.
82.
83.
84.
85.
86
87.
88.
89.
90.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
24
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
25
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
91.
92.
93.
94.
95.
96
97.
98.
99.
100.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
26
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
27
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
101.
102.
103.
104.
105.
106
107.
108.
109.
110.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
28
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
29
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
111.
112.
113.
114.
115.
116
117.
118.
119.
120.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
30
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
31
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
121.
122.
123.
124.
125.
126
127.
128.
129.
130.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
32
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
33
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
131.
132.
133.
134.
135.
136
137.
138.
139.
140.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
34
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
35
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
141.
142.
143.
144.
145.
146
147.
148.
149.
150.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
36
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
37
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
151.
152.
153.
154.
155.
156
157.
158.
159.
160.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
38
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
39
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
161.
162.
163.
164.
165.
166
167.
168.
169.
170.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
40
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
41
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
171.
172.
173.
174.
175.
176
177.
178.
179.
180.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
42
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
43
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
181.
182.
183.
184.
185.
186
187.
188.
189.
190.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
44
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
45
Market Development Inventory/Project 200 Form
Market Group Categories – Once you’ve filled in the information below on your prospective clients, choose the category that
best describes them and place that letter in the “Market Group Letter” column.
Occupational/Business Related:
A. Business Owners (Include Self-employed)
B. Professionals (MDs, Dentists, Attorneys, CPAs, etc.)
C. Government Employees/Officials (Federal, State, Local, Military)
D. People with whom you do business
E. People known from your previous work
(Co-workers, Customers, Competitors)
F. People in the office building where you work
G. People known from significant other’s work
H. Members of professional/trade associations
Market Development Inventory Mailing List
Name
Address
191.
192.
193.
194.
195.
196
197.
198.
199.
200.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
46
City
State Zip Code
Email
Phone Number
Social/Civic/Avocational:
Speaking Acquaintance
Close Friend or Relative
Not At All
1 - 5 Times
Contact
Frequency Familiarity
More Than 5 Times
Married, Children
Married, No Children
Single, Children
Single, No Children
Within 5 Years +/- Your Age
Family Status
55 And Over
45 - 54
35 - 44
25 - 34
Under 25 Years
Business/
Employer Name
Age
Over $100,000
Business Type/
Occupation
O. School Friends
P. Neighbors/Relatives
Yearly Income
$75,000 - $99,999
Employer
$50,000 - $74,999
Occupation
M. Religious Organizations
N. Hobbies
$35,000 - $49,999
K. Service Clubs
L . Parent Teacher Association
Under $35,000
Alumni Groups
Civic Groups
Market Group Letter
I.
J.
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
47
Summary of Market Groups
Market Development Inventory
Name:________________________________________________________________________
Agency:_______________________________________________________________________
Date:_________________________________________________________________________
Letter Assigned to Each Market Group
A
B
C
Number of Names Listed in Each
Market Group
Under $35,000
$35,000 - 49,999
Yearly
Income
$50,000 - 74,999
$75,000 - 99,999
Over $100,000
Under 25 Years
25 – 34
Age
35 – 44
45 – 54
55 And Over
Within 5 Years +/- Your Age
Single, No Children
Family
Status
Single & Children
Married, No Children
Married & Children
How Often
Spoken
To In
Last Year
More Than 5 Times
How Well
Known
Close Friend or Relative
1 – 5 Times
Not At All
Speaking Acquaintance
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
48
D
E
F
G
H
I
J
K
L
M
N
O
P
Total
Notes:
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
49
Notes:
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
50
MassMutual. We’ll help you get there.®
FOR PRODUCER USE ONLY. NOT FOR USE WITH THE PUBLIC.
51
© 2016 Massachusetts Mutual Life Insurance Company, Springfield, MA 01111-0001. All rights reserved. www.massmutual.com. MassMutual Financial Group is a marketing name for
Massachusetts Mutual Life Insurance Company (MassMutual) and its affiliated companies and sales representatives.
RC1026 816
CRN201808-204411