Why do agents with great potential leave this business? I have learned that it is usually not a lack of product knowledge that drives them away. Most often it is trouble with some or all of the above situations. Agents must overcome these very common problems or they will fail. Recognizing these problems is the first step toward overcoming them.
The Big Secret
Davis Life and Annuity has helped many agents develop a fool-proof method of systematically building their books of business. It is called the Hot 20 List. Each day, list twenty prospects you intend to call and ask for an appointment.
By using a Hot 20 List you will learn a very surprising fact: writing just one application a week results in substantial income for the persistent agent. Do not head home at the end of each day until your Hot 20 List ready for the next morning. Experience has shown us that if you make those Hot 20 calls every day you will always have enough appointments to write one life application per week. Do the math: If the average sale results in a $1,200 commission and you write one new application each week for 52 weeks, then your income this year will be $62,400 from new sales alone.
Follow this process for a year and sales skill will also get better. Eventually you will be closing more than one sale a week for many weeks a year. It is virtually impossible not to! But overcoming the four problems discussed at the beginning is the important first step. Then, you will be off and running with an exciting, rewarding and lucrative selling career.
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