“During my years in the printing business, I met a great mentor. His name was Judge Ziglar, whose brother, Zig, is the famous speaker. Judge was a sales trainer who wrote a book called, “Timid Salesmen Have Skinny Kids.”

He taught me how to make numbers work, telling a story of when he had a heart attack. His doctor wouldn’t allow Judge to work for six weeks, but he was allowed to walk for mild exercise. Judge then decided to experiment with numbers during this time off. Wearing a coat and tie, he went door-to-door in local neighborhoods. His statement to the homeowners was, “Good morning, my name is Judge Ziglar with Action Now. May I come in?”

Fifteen percent of the homeowners allowed Judge a brief audience in their home to secure an appointment. After six weeks and 5,000 doors, Judge was invited into 750 homes, with little explanation of the purpose of his visit.

As you build your practice, numbers will work even if your sales skills are weak.” — Kim Magdalein

Editor’s Note: The preceding tip was taken from “Numbers will work,” a Better Prospecting column by Kim Magdalein that ran in the October 2009 issue of Life Insurance Selling. To read the complete article, click here.

To read last week’s Tip of the Week, click here.

For more on the numbers game, see:

How to overcome prospecting jitters

6 powerful prospecting tips

Getting LinkedIn to prospecting