Two calls, then throw them out

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.

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