For new and old agents, activity is the one common denominator.

Without activity, the agent soon will be looking for a new career. With activity, the agent will have a good opportunity to enjoy success. The agent’s degree or level of success depends on his or her personal comfort zone. If the agent wants daily peace of mind, he must be active and generating commissions to reach annual financial goals.

How can the agent create activity? The following are ways that work for me:

  • I tell everyone I meet that I am in the insurance business, that I sell life, disability and medical insurance, and retirement programs and business plans.
  • I make telephone calls each day until I have set three future appointments.
  • I develop centers of influence. Who? Certified public accountants, attorneys, bankers and real estate agents are some examples. How? I telephone people in these occupations and directly ask them if they believe in insurance. If they do, I ask them if they have any objection to referring business to me.
  • I work a geographic area. Time is valuable. I try to get to know everyone in my area and to make my presence felt.
  • I use direct mail to particular occupations: optometrist, dermatologist, urologist, court reporter, veterinarian, dentist, etc. I send a disability income or retirement program letter with a return envelope.
  • I become involved in civic activities. The agent could join the local Rotary, Jaycees, Lions, Optimists or Masons clubs, or participate in church activities. Also, the agent could volunteer for athletic booster club functions or coach his or her children in a sport. Another area where the agent can get exposure is to organize and design advertising programs for the dance recitals, baton or cheerleading functions in which his children are involved. Note: The agent should not be involved in any of this to make money! He should do this to help people. If the agent helps others, they will ask him to help them.
  • I send birthday, Thanksgiving and Christmas cards to keep my name in front of clients.

None of these ideas is new or original, but maybe you will hear these ideas with an open ear. It’s difficult to do all of these at once, but it is imperative to follow the first five items at all times.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the August 1992 issue of Life Insurance Selling.

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