What’s an ICP?
Your Ideal Client Profile (ICP) is a quick snapshot of the kind of person who’s most likely to need—and say yes to—life insurance. It’s not just about who could buy. It’s about who’s most likely to benefit, qualify, and take action.
Why It Matters
When you focus on your ICP, you:
Spend less time chasing the wrong people
Have better conversations that actually go somewhere
Build trust faster
Close more business (without burning out)
How to Build Your ICP
One of the best places to start identifying your ICP is with people you already know—your warm network.
These are the people you’d feel comfortable texting, calling, or meeting for coffee. You already have trust—now you’re just adding structure.
Here’s how to build your ICP using your warm network:
1. Build Your Warm List
Think of 100-200 people from your personal network:
Friends
Family
Coworkers (past or present)
Church or community connections
People you know from sports, school, or social media
Open WealthSmyth chat and type in 'list of memory joggers'
Add them into WealthSmyth on the Leads tab.
2. Profile Each Person
Click into each contact in WealthSmyth and quickly mark the basics:
Are they Married?
Are they over 30?
Do they have Children?
Are they a Homeowner?
Do they have a steady job (Occupation)?
This is where the MACHO checklist comes in. As you answer these, WealthSmyth helps you score and sort your list based on who’s most likely to benefit from life insurance.
3. Look for Patterns in Your Top Matches
Once your list is profiled, take a look at the leads near the top.
Ask yourself:
Who on this list feels like the easiest “yes”?
Do I connect best with young families, homeowners, or newly married couples?
Is there a common life event or financial goal they all share?
Even though MACHO gives you a solid foundation, these questions help you sharpen your focus and define your specific ideal client—so you can connect faster and close more.
Keep It Real
Your ICP is a living profile—it can change. As you grow and learn, refine it. You may start with MACHO families, and later discover you’re great with small business owners or teachers. That’s the point.
Know who you’re great at helping. Talk to more of them. Rinse and repeat.
Need help building your ICP list in WealthSmyth?
Message us anytime in chat—we’ve got you.