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I write from 90 to 110 cases a year for about $1,500,000 to $1,700,000. Most of my cases come from one of three sources: move-in services, lead letters and a financial newspaper that lists new corporations.

I begin with a telephone call to my prospect, telling him that I am aware that he has recently moved from Appleton, Wisc., that he is with the Aluminum Company of America, that he is sales manager, that I have heard that he has purchased a home, and that he has a boy, age three. I add that I assume someone took care of his insurance in Appleton, and I would like to offer him the services of our office in Minneapolis. I generally find that such a prospect is in his thirties, has $10,000 G.I. insurance, $3,000 to $5,000 personal insurance, plus group insurance.

I find that a good many of these prospects would not consider additional life insurance but are interested in purchasing mortgage insurance to cover their homes or annuities for individual pensions.

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I generally handle leads clipped from the financial paper by a personal call. I find these people — at least the ones who have a little money — quite easy to do business with. They are just organizing the business, and their attorney is working with them, so they are a good market for partnership or stock liquidation insurance. I can usually complete one of these sales in one or two interviews.

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

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