The selling technique that works for me is CP — consistent prospector. I prospect with everyone I meet.

Insurance is an important part of anyone’s financial statement, whether its purpose is to provide death coverage or to force a savings plan. Therefore, my prospecting boundaries are endless. I meet people every day, and many of them become my clients. Their degree of sophistication has increased as my knowledge and experience levels have increased.

My prospects vary and include the following: parking lot attendants, carpet installers, carpet business owners, fast-food managers, automobile salespersons, orthodontists, law firms, textile workers, landscape company owners, interior decorators, real estate agents, builders and physicians.

The point is that I have no problem asking people with whom I do business to do business with me. We all have heard this before, but I challenge agents to do it. It works. One year ago, I built a new house, which was a great idea. I gained many clients from every socioeconomic level. I still am getting business from this.

Every day, I’m asked the magical question: “What do you do?” This is an immediate sales opportunity. I reply: “I help individuals and business owners, like yourself, with insurance and investment needs.”

The person asking may then ask, “Could you help a person like me?”

I always say, “Sure! Let’s have lunch so that I may interview you to see if we can be beneficial to each other.”

CP works! I have submitted a life application with money for the past 212 weeks!

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

For more Million Dollar Sales Ideas, click here.

For more on prospecting, see:

Better prospecting: The art of prospecting for the big ones

New Client Acquisition: From Prospecting to Closing

Better prospecting: How this little lion gets his share