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Life Health > Running Your Business > Prospecting

You can write your own success story

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Of course it isn’t! At the recent NAHU convention, I roomed with someone who is 70; I’m 63. So of course it isn’t too late to start selling insurance. The first thing you need to do to succeed is narrow your focus. All success is based on focus. Do you want to be a financial planner? Do you want to be an LTCI specialist? Do you want to sell life insurance? 

Once you decide what your focus will be, then you can get to work. How do you do that? For the sake of this argument, let’s suppose you decide to focus on selling LTCI insurance, which is my area of focus. Should you choose another area of focus, these steps will still apply.

First things first, you need to own your own policy. If you don’t believe in a product enough to own it yourself, you’ll never be able to convince others of its importance.

Second, you need to get a robust education on your product line of choice. Look for people who can help direct you. If you’re selling LTCI, you’ll need to pass a mandatory eight-hour CE class, but that won’t give you the depth you want. Find the correct setting; a partner who can invest in mentoring you.

Next up is prospecting. Continuing with our LTCI case study, the good news is that practically everyone’s a prospect for LTCI. You’ll want to narrow your market, of course, whether it’s to a certain profession or a certain region or a certain demographic. Prospecting can be difficult, as I’m sure you know. I started out very slow; I was prospecting all the time. Now, after so many years in the business, it’s gotten much easier. I just love this; it’s so gratifying. 

I hope this helps you make a strong re-entrance into the industry. The sky is the limit for someone who’s passionate and committed to the work they’re doing. 


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