I must have been indoctrinated into life sales by the same core group as you Philip!
3-4 nights a week, no way was I working on a FRIDAY NIGHT when still in my twenties, I could be found in my prospects home. Yammering about a 30 year decreasing term policy to cover their mortgage.
Sunday evenings I could be found in the office making those dreaded Sunday Night Calls. Lining up the following weeks activities.
Then one day I met a life agent who was similar to the 24 year old you speak of. He NEVER left the office and only worked half days! Wrote ungodly amounts of coverage. High volumes. Over 100 apps a year.
Still being wet behind the ears and wanting to learn I asked him how he made his appointments during the day? How do you get them to come in?
He simply stated,
"I asked them."!
Duh! When I contacted a prospect I always said something like,
"Would Tuesday night at 6 or Wednesday night at 7 be better for you?"
After I quit that, I had all the daytime appointments I wanted!
Write that up in a PDF file and you could sell it to hundreds of struggling life agents!
Success and Regards... Mike
http://www.CrashCourseMarketing.com
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