Don't stick to just one method

In how many ways do we go after business? Success in this business primarily is due to two factors: hard work (with long hours) and attacking the business from more than one direction.

Each agent should ask himself or herself, “How many ways do I go after my business each week?” Some may answer that they merely cold call a given number of people each week. This number could be 100 or 200.

The successful agents use what I call the shotgun approach. These agents cold call, visit clients, send direct mail, hold seminars, mail birthday cards, offer congratulations for client successes (such as acknowledging newspaper articles), and constantly are finding ways to get out of the office early and into the field.

It is the multifaceted attack that keeps the above average producer at this level year in and year out.

Each agent who wants to go to a higher level should ask, “How many ways?” The more answers he or she can come up with, the more successful the agent will be in this business.

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