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Let prospects refer themselves to you

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I am 26 years old, and I have found that, at my age, the fact that I am successful is not enough to get good prospects to give me some of their valuable time. However, the following technique has worked again and again for me.

I made a list of the successful businessmen I knew. I then called them and got great response with this approach.

I told the prospect that business for me was fantastic. I said that I had an idea that every person I had seen recently had been excited about.

I then told the prospect that I was looking for a particular kind of person for whom this idea was perfect. I then described the prospect to himself, down to such fine details as income and position in company.

I then asked the prospect, “Who do you know who fits this description?” The prospects then referred me to themselves!

This technique returned tremendous results the first time I tried it: $30,000 of life premium, $30,000 annual pension plan, $1,250 a month mutual fund sale, $4,000 annual disability premium and five quality referrals!

I recommend that other agents try this.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the January 1988 issue of Life Insurance Selling.

For more Million Dollar Sales Ideas, click here.