90. Bailout for boomers.

Several guaranteed UL (GUL) permanent insurance policies offer a “bailout” option in the form of a contractually guaranteed return of premium after 15 or 20 years. Boomer clients often see the value of permanent coverage, but are hesitant to sock away premium dollars in case they ever change their mind. This rider can make or break a prospect that is on the fence

—J.T. Bell

89. Work ethic.

My day does not end until I have given a life insurance presentation to at least five people. I work off of leads, referrals, neighbors and current customers. I plan my day the night before with a list of 25 people I am going to contact in person. I then map out their addresses. My approach is simple: I knock on the prospect’s door, and if they do not answer the door I simply stick a post-it note with a short message on the door or picture window so that I can see it from the road. If and when they call, I immediately go back to their house. When I have knocked on all 25 doors, depending on how many presentations I have given, I will go back to the beginning of the list and knock again. Again, my plan is simple but effective. Work ethic is the key.

—David Trusler

88. Do not call.

After 40 years in business and at age 67, I have found one thing that works: buy a good list with “do not call.” I use turning 65 for Med Supps and final expense life. Send yellow postcards (cost: 24 cents), and then follow up three to five days later asking for an appointment. I know it’s an old system, but it still works.

—John E. White

87. The rental theory.

I do not sell insurance. I only rent money for future delivery. How much do you need?

—Larry J Howe

86. Annuities.

Show them where the market has gone in 2000 and 2008 and where they would be if they were in a fixed index annuity.

—Jim Cadle

85. Get back to basics.

 Create LinkedIn, Facebook, and Twitter accounts.

—Robert Pascual

84. The expert plan.

Become an expert on Medicare and Social Security, so that you can show the client how private supplemental policies will truly benefit them and work with their Medicare. Medicare is confusing, so keep it simple and assure the client that you will be there for them as they have questions or concerns.

—Jacie Caballero

83. Each client is unique.

I look at the whole client and not a part of them. I then put a unique plan together to help them reach their goals. I believe each client is different and so their plan should reflect their goals and objectives.

—Tim Fitzgerald

82. Reversionary annuities.

This is a great way to provide a lifetime income to a surviving spouse upon the death of an individual.

—Chuck Preti

81. Provide an outstanding office experience.

Nothing makes a better first impression with prospects and clients than a warm greeting in a clean, comfortable environment.

—James Marquet

For more sales & marketing tips, see LifeHealthPro’s 100 Best Sales & Marketing Ideas Ever.