Perhaps the biggest problem all of us in the insurance business face is that of having a sufficient number of prospects who we can call on with a sufficient amount of prestige in order to make a sale. During 1957, I developed a technique for using centers of influence that helped me immensely and actually was directly responsible for my qualification for the Million Dollar Round Table.

My manager and I got together and came up with the idea of organizing a group of my best centers of influence into what we would call a board of directors for the “Neusch Corporation to Make the Million Dollar Round Table.” We actually got 12 members for the board, we held luncheon meetings four times during the year, at which I picked up the bill, and we had a lot of fun in the process.

These members of the board became very enthusiastic about the entire idea of helping me qualify for the MDRT and became extremely efficient in selling their friends on the idea that they should see me. Whenever I would call on one of their friends and have a little trouble closing the case, I would call back on the board member and enlist his aid in closing the case. This board of directors idea closed better than a half-million dollars of life insurance for me in 1957 and accounted for 60% of my business in 1958. It’s working just as effectively for me in 1959. I sincerely hope to have an active board of directors as long as I remain in the insurance business.

I feel that being a member of a board of directors of a corporation entitles a man to know the facts about how the corporation is doing, so I send them a report on exactly how much business I have written during the past week and where I stand on our goal toward the MDRT. This keeps them well informed and their interests high.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the March 1959 issue of Life Insurance Selling.