As I start each day, I put six poker chips in my left pocket. For each appointment I set, I transfer one poker chip to my right pocket.
When all six chips are in my right pocket and I am finished conducting my appointments for the day, I go home. That is my reward.
I adapted my system from the ideas of Dr. Aaron Hemsley.
There are only two ways to get poker chips:
1. Set up a fact-finding interview.
2. Set up a close.
The most any client can be worth to me is two poker chips.
Three common kinds of appointments do not earn a poker chip:
1. Rescheduling appointments would be similar to cheating at solitaire.
2. Holding second, third, fourth or later closes is inefficient. I close 80% of my business on the first closing appointment. This keeps me spending at least 80% of my time where I generate 80% of my business.
3. Closes where I can make more than $1,500 in first-year commissions do not earn a poker chip for the closing appointment, because I have “big case-itis.” I have trouble asking for more than $3,000 in premiums generating $1,500 in commissions. This way, I can satisfy a need for a client and not worry if he buys, because I have at least 30 other appointments for the week. That will keep my banker happy. With this attitude, I am able to get one or two big cases each month.
I use a trick to earn six poker chips a day, year in and year out. I give myself rewards, not commissions, but little things like a cup of coffee, a soft drink or calling my wife, anything that is pleasurable. Before I can get this pleasurable reward, I must earn the right by getting one or two poker chips. Thus, I may set a goal that before I get a cup of coffee, I must get two more poker chips.
Using this reward system, I can generate nine poker chips a day. Six is the minimum.
The system works. I have been in the life insurance business for only a few years. Every month, I have played my poker chips, for longer than three years, I have earned at least $6,000 in first-year commissions. That is the minimum. Many months have been much higher.
Editor’s note: The preceding Million Dollar Sales Idea was originally published in the April 1987 issue of Life Insurance Selling.
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