"What do you consider successful" - 4...6...12 sales per week and if so, how many presentations do these agents have to give in order to obtain those numbers? Presentation books and coming off as "canned" can get you a few sales here and there, but you will have to work a lot harder and you usually won't close nearly as many cases as you could have, unless of course, you are able to adapt and adjust your presentation. The problem is, however, that a lot of new agents are not taught this skill and instead are just taught to go through the script in an almost robotic fashion ("selling"). In regards to me saying that I'm not a big fan of coming across like a "salesman", I'm actually talking about the way that people perceive you. Do they see you as somebody who's just there to sell them a policy and make a quick buck, or do they see you as somebody who's actually cares about them, and who's there to listen, provide valuable information and provide a solution to their problem(s) based on their individual needs and situation. When people feel that they are "being sold" they tend to resist, even if they need and want the product that you are selling (unless they are a "lay down sale"). "People love to buy, but hate to be sold"! - - - - - - - - - - - - - - - - - - Once again please read the ENTIRE ORIGINAL post, before leveling your criticism. I never said anywhere in this thread that the "presentation sells the policy" or that the "agent doesn't sell the policy". What I essentially said was, that the presentation is just a tool used to discover or uncover the prospect's true problem, which then allows you to offer the solution to that problem in the proper fashion. However, if you are using the wrong presentation or tool (presentation book/flip chart etc.), you will more than likely miss out on a lot of sales, (especially "newbies") because most of these presentations don't concentrate on building a relationship with the prospect by "asking questions" and "listening". They are usually designed to "talk at" the prospect while they just sit there and listen to you. As a result, at the end of the presentation, you usually just get a "I have to think about it", "talk to my son/ daughter etc, or "I need to check my budget", which are nothing more than excuses. For example, if a person already has a $50,000 whole life insurance policy, will talking about the high cost of final expenses, possible medical bills etc. really move them to purchase a final expense policy - The answer is probably not! However, if you find out through conducting a "fact finder" that "Mary" was really thinking about leaving money to her granddaughter "Susie" to help pay for college. You could briefly start up a discussion with her regarding her granddaughter (her grades, the college she wishes to attend, what she wants to major in etc.), and then ask her if she's aware of how much college currently cost, how much she currently have saved up, the cost of an average four year degree program etc.?... Now that the problem has been created, you could now ask the question: "Mary If you were to die today, how would Susie get the $40,000 she needs to go to Florida State University"? The above would be followed by the solution!..."Well Mary, let me show you a couple of different plans that we have available that can be used to cover your final expenses, that way if you were to pass, you will be able to leave the entire $50,000 policy that you already have with Met life to Susie to help her pay for college".