There is one practice which has been a great help to me as well as a big time saver. During my first few years in this business, I called on many people who were not prospects at the time of my call. I kept their names in my prospect file and would find myself taking these cards out and calling on the people periodically, each time not able to interest them. I spent considerable time on these dead-heads! I finally decided to throw all prospect cards away after having made two unsuccessful calls. I replaced these names with new prospects, people I had never seen before and tried to see a certain number of new people each week. This, plus servicing my old clients, brought a constant flow of business.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the April 1947 issue of Life Insurance Selling.

For more Million Dollar Sales Ideas, click here.

For more on finding worthwhile prospects, see:

Concentrate on prospects with money

That file of old prospects? Throw it out

Add a few prospect hurdles