Target young professionals -- and keep selling to them

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.