“The newest way of prospecting for us is to create an experience for our prospect. While a CEO or professional many not have time for a 20-minute sales presentation, I find that they almost always have time for dinner and an NBA or NHL game. I think they know in the five hours that we are together, they will still get a 20-minute sales talk — but they enjoy the time we spend. Whether you take your client to a sporting event, cooking class, wine tasting or any other creative endeavor, persistence and disciplined follow-up is a must.” — Andra Grava, general agent, Dallas DI Center.
Editor’s Note: The preceding tip was taken from “Disability Income Sales are Alive and Well,” by Andra Grava, an article that ran in the April 2006 issue of Life Insurance Selling. To read the full article, click here.
To read last week’s Tip of the Week, click here.
For more on holding prospect events, see: