I have had success with the following idea to get into the attorney marketplace.

I send an approach letter to attorneys with a dollar bill attached. I send about 20 of these letters each week, and I usually get info from four people and make one to two sales.

The letter is not that important. The significant part is the dollar bill. People don’t remember the letter, but they do remember the dollar bill.

I follow up on the letter one week later. I call, asking for the prospect, and say, “I am the gentleman who sent the dollar bill in the mail. I specialize in disability income insurance and in working with attorneys. I would like to stop by and introduce myself to you.”

This has proven to be a very successful sales idea.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the November 1990 issue of Life Insurance Selling.

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For more advice on getting a prospect’s attention, see:

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