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LH leads are notorious for being old, recycled, and not worth the paper it is printed on. JD is getting proven fresh exclusive leads. I am not exactly sure what is printed on those leads, you might want to ask him.
As far as building clients relationships, I couldn't agree more. You are one of those that still do it. It has become a lost art. I have a mix of different clients and I tend to do both. I work leads and not worry about the relationship building. However, if I am talking to a retired CEO that owned a company, its a different story. I will establish a relationship in greater detail. Matter of fact, the biggest term case I did this year we ended up being quite good friends. I email him every other week. I sent him a book just a couple weeks ago that I highly recommended. The title of that book is "Unbroken" about a WW2 pilot. One of the best books I have ever read. This could lead into other sales by building a relationship and I tend to agree with everything you are doing in your business. It's too bad its almost a lost art.
By the way, that term case did go through and approved at standard plus. 1M policy, 70 year old.
That's a great book/story. It's a true story of the power of the Gospel and how it changed the lives of two men and their families. Highly recommended.