Letters

I started my career about 30 years ago just “walkin and talkin” (W&T). Now at age 66 every now and then I do the “walkin and talkin” thing just to get out and meet new people and get a pulse on what the small business owner is thinking. You would be surprised at the new business I get just from a day out in the fresh air (sorry you guys up North, I live in Florida), away from the computer and phones (I do have my cell with me). Here is an example of my most recent successful W&T. It was a nice morning Monday so I went out for a couple of hours. Fourth door I walked into [turned into] a 15-person health [insurance] case, three million in annuities and profit sharing and a LTC plan for the owner and voluntary LTC for the employees.

Why did this happen? Their agent retired and left no one to cover the account and their health insurance was renewing. I told them I was 66 and had several young agents who will be working with us on your account and not to worry about us leaving you hanging.

Not only will this generate some nice commissions but it will go a long way in helping an agent who is young and new to our business.

Don’t get me wrong, I use a lot of the suggestions [from the article] but my best clients and some of my largest commissions have always come from “walkin and talkin.”
~ Palm Trees