Helping Talented Agents Close More Sales

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Advice for Beginners and Experts

Joe Gandolfo, who personally sold a billion dollars of life insurance in 1974, said the secret of success in selling life insurance is to see lots of people.

By seeing lots of people, getting the "nos and "yes's," you are sharpening your sales skills. Each no gets you closer to yes.

The president of a life insurance company introduced Gandolfo as having 16 years of experience when he only had 8. Gandolfo was confused at first. It hit him that if he sees 500 people and the average agent saw 250 people, he had twice as much experience.

Gandolfo’s words of advice to a beginner (and it applies to experts), ask every person you meet, “would you have any objection to me reviewing your life insurance?”

I encourage every agent I work with to ask that question to everyone they meet.

One agent I have been working with has generated lots of prospects asking everyone that question. He did it while delivering t-shirts for the union local. Asking that question, this month, he sold three times his monthly goal.

The advice is simple, and it works. You just have to do it!

Are you ready to ask everyone, “would you have any objection to me reviewing your life insurance?”

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