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Never judge a book by its cover.
This is a picture of a final expense prospect's home I visited a few weeks ago.
They live out on a dirt road up in the mountains in the backwoods of Sequatchie County, Tennessee.
His house is filthy. Junk strewn everywhere, and the floors are beginning to cave in.
Many of you unfamiliar to final expense would think this person is a DEADBEAT... or has exactly zero possibility of a sales opportunity.
Think again...
I've written 6 policies in this house between him and his wife over the past 3 years for a total of around $3000 in premium paid each year.
Plus, both are very kind "country" people you'll find all across small town America that would do anything to help you out.
Moral of the story... learn not to make quick judgments on the people (or places) you're visiting to help with life insurance.
"Shutting your brain off" and simply thinking about RUNNING the appointment is all you need to do.
As Nick Frumkin says, "Be process-oriented, not results-oriented."