I have been able to inform certain large accounting and law firms that I can add prestige to their offices by rendering honest, painstaking and intelligent service whenever they encounter an insurance problem. Anything concerning the impact of taxes upon life insurance or the use of life insurance in relation to taxes is referred to us for advice and discussion before the answer is passed on to the client. In many cases, we simply advise the attorney or accountant, and that’s the end of it. In most cases, however, the attorneys make a great effort to have us handle the mechanics of whatever life insurance is involved, because they feel that the client is best served when well-informed individuals handle the details.
This prospecting method calls for a lot of gratis work in the course of a year, but it takes only a few cases a year to pay for all the time given to it. Whatever business we get is usually in large blocks, and if the client has used our services as recommended by his advisor, the cases, in most instances, are closed even before we start on them.
Such a procedure requires years of honest, conscientious work with accountants and lawyers. Once you have convinced them, however, of your ability and probity, it becomes the easiest possible way of solving the ever-present prospecting problem.
Editor’s note: The preceding Million Dollar Sales Idea was originally published in the June 1947 issue of Life Insurance Selling.
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