While sorting through training manuals as a rookie insurance agent, Tim FitzGerald, a March 2010 Producer Profile subject in Life Insurance Selling, came across the concept of making two appointments a day for sometime in the future.

The idea intrigued FitzGerald, MSFS, AEP, of TFG Financial LLC in Shreveport, La.

“If you do the math for that, you’ll be booking up the calendar,” he says. “At the end of the week, you have 10 appointments for the future, and if you work 48 weeks a year, you’ll have 480 future appointments. If I show up 480 times a year to see people, something’s going to happen — there will be problems solved.”

The plan worked well for FitzGerald, who found himself within the top 100 New York Life producers by his fourth year and was New York Life’s Top Producer in 2009.

“What I’m really good at is calling people up, getting appointments, sitting down in front of them and helping them take care of their needs and problems,” FitzGerald says.

Editor’s Note: The preceding excerpt is from the March 2010 issue of Life Insurance Selling. Click here to read the full Producer Profile article on Tim FitzGerald, MSFS, AEP.