B24- DON’T FORGET THE BASICS

THE PROFESSIONAL LIFE ADVISER’S GUIDE (Little Gems Series)

B24. (THE PERSON) - DON’T FORGET THE BASICS

Sometimes life insurance salesmen fail - or at least fail to reach their full potential - because they forget or overlook some basic principles.

A man who is willing to succeed must work at least eight hours a day. And if he needs to work longer, he’ll do that, too.

He must keep an ample supply of prospects. The way to do that is to make prospecting a daily activity.

He must keep records. This is not just a method of seeing what he has done; it is a means of showing him what he must do to better himself.

He must believe in himself and his product. If he is genuinely enthusiastic about life insurance and shows his enthusiasm he has a valuable sales tool.

Elementary rules? Certainly. But they are also vital ones. The life insurance agent who ignores them is endangering his career.

—Management Plans