I have been in the life insurance business for the past five years, and I always have felt that writing at least 100 cases a year would be a sure way to build a successful career.

An area that works well for me is group medical insurance. Businesses often are interested in having their medical insurance reviewed and updated. This is an excellent door opener. When a business has become my client and I have built confidence, I talk to the business owner about his or her other business or personal insurance needs: key man, buy/sell, pension, disability, etc.

I also take it a step further and offer to deliver the employees’ medical benefit booklets to their homes. I contact the employees to let them know that I will be handling their benefits. I tell them I would like to stop by and review the new medical plan and, while I am there, I would be happy to review their life and disability insurance as well.

This approach has been successful for me in getting referrals. This idea gives me a long list of prospects, which has enabled me to write 100-plus lives for each of the past five years.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the September 1991 issue of Life Insurance Selling.

For more Million Dollar Sales Ideas, click here.

For more on group sales, see:

Why you should market employer-sponsored international medical coverage

Group Life Insurers Now Competing Over ‘End-of-Life’ Benefits

Group disability insurance: Five important things to understand