In my early years as an agent, I established an objective of prospecting among young men with reasonably bright futures. These men earn small salaries in the beginning of their careers but are excellent prospects for life insurance because they are intelligent individuals and enjoy bright hopes for continual growth of income.

The result was that a great many of my calls were and still are to young interns, dentists and attorneys. I have since added to my list those young men starting or trying to establish their own businesses.

Of course, I never overlook an opportunity to sell life insurance to anybody who qualifies and will keep it. However, my market consists primarily of those in business and professions and better-than-average positions in industry.

Through the years, activity in this group has proven worthwhile. For the last six years, more than 50% of my new business came from old policy holders, and in 1953, more than $600,000 came from this source. I attribute this to the financial growth of my policy holders and to the diligent effort I make to review their programs at least once a year. Obviously, then, my present clients provide the best source of prospects for new business.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the May 1954 issue of Life Insurance Selling.

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