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I wanted to share a small but powerful story why you have to talk to and preferably SEE each and every one of the people who sends in business reply cards requesting information about life insurance.
I purchased an aged Securus lead (around 90 days old) several months back. One particular card had the gentleman's name and signature listed but no telephone contact information.
On a drive-by, I mistakenly door-knocked his son's house, whom directed me behind his house to his father's home.
From there, I sat down with Mr. Prospect and had a nice chat about life and insurance. Like they all say, he didn't really remember mailing the card, and Mr. Prospect certainly didn't need insurance as he had enough already...
BUT... his son did. I asked him if I could speak with him (remember, he lived in front of his father's house), and down his son came.
Turns out he's in terrible shape, had insurance that had a 5 year waiting period (!) and waited to be convinced that anything I had was worth considering.
Naturally, carrying Vantis, I quoted him and he was impressed. He said he'd think it over and talk to his wife, who at the time was working. I asked for a call back Monday and he agreed.
I called him back then, set up an appointment, and ended up writing a Vantis policy on him, and a 5-Star policy on his wife and his wife's mother who lived with them both.
Fast forward 2 months later, Mr. Prospect #2 referred his brother in Georgia to me and I'm mailing him an Americo application for $15k in coverage.
Moral of the story? Not only is the money sitting out there, waiting for you to pick it up, but more importantly seeing the people and asking simple questions (may I speak with your son?) can lead to a goldmine.
Imagine -- all that's holding you back from collecting big commissions is a simple door-knock and a simple, non-invasive question.
And, MOST importantly, it allows you to bring even more benefit with more lives covered.
I purchased an aged Securus lead (around 90 days old) several months back. One particular card had the gentleman's name and signature listed but no telephone contact information.
On a drive-by, I mistakenly door-knocked his son's house, whom directed me behind his house to his father's home.
From there, I sat down with Mr. Prospect and had a nice chat about life and insurance. Like they all say, he didn't really remember mailing the card, and Mr. Prospect certainly didn't need insurance as he had enough already...
BUT... his son did. I asked him if I could speak with him (remember, he lived in front of his father's house), and down his son came.
Turns out he's in terrible shape, had insurance that had a 5 year waiting period (!) and waited to be convinced that anything I had was worth considering.
Naturally, carrying Vantis, I quoted him and he was impressed. He said he'd think it over and talk to his wife, who at the time was working. I asked for a call back Monday and he agreed.
I called him back then, set up an appointment, and ended up writing a Vantis policy on him, and a 5-Star policy on his wife and his wife's mother who lived with them both.
Fast forward 2 months later, Mr. Prospect #2 referred his brother in Georgia to me and I'm mailing him an Americo application for $15k in coverage.
Moral of the story? Not only is the money sitting out there, waiting for you to pick it up, but more importantly seeing the people and asking simple questions (may I speak with your son?) can lead to a goldmine.
Imagine -- all that's holding you back from collecting big commissions is a simple door-knock and a simple, non-invasive question.
And, MOST importantly, it allows you to bring even more benefit with more lives covered.
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