If You Were Brand New

[SouthernComfort]

and all you had was your project 200 list what would you do? How would you approach those people and if you wouldn't who would you approach and how? No experience, just your contracts and fact finders... what do you do?

 

[VolAgent]

I'd pick out all the COIs and call them up. Tell them I'm brand new to the business and I want to show them what I'm doing now, they might know some people who would benefit from it. Go for the referral, not the sell.

Sell your natural market later, get all the referrals you can now and get outside your natural market.

Take along the nicest gray hair you can find in the office. A person who just exudes confidence and knowledge.

 

[Larry Tew]

That is exactly what LIMRA recommends, but the reality is that most field managers have their new recruits try to sell everyone that can fog a mirror, knowing they are going to flame out in 6 months.