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.