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My Success Story

Written by: Donald F. Pooley

Article Overview: About 18 months ago Don asked me to write in this space. I chose to write an article called "How I acquire clients". After connecting again with Don a short time ago, I thought I'd tell you how my business has changed and grown since.

My Success Story

About 18 months ago Don asked me to write in this space. I chose to write an article called "How I acquire clients". After connecting again with Don a short time ago, I thought I'd tell you how my business has changed and grown since.
For one thing, I've started to season as an agent. Not only has my income continued to grow but the hours I work have started to drastically decrease. Most of this I attribute to the organization I represent, and how it continues to market its services through me.
I haven't cold called for a number of months. Instead I find new clients is through a system somewhat similar to the one Ken Vargas described in a past TIP. I also find seminars are a great way to offer services in a non-threatening way.
Instead of cold calls I introduce myself to referrals with a well written letter, along with information about the organization I represent. Included is a personal brochure (soon to be a CD business card) and a website link. This is inserted into a plain envelope addressed in hand writing to the prospect.
Close to ten percent of the recipients call to schedule an appointment with me (and receive a free gift). Almost forty percent of the letter recipients eventually become clients of mine. Talk about a cost effective way of self-promotion!
Client newsletters are another low-cost means of important communication. I estimate that for each $1.00 spent on a newsletter (that I learned about through TIP called LIFE LETTER) I've generated over $3.00 in First Years Commissions. Thanks again to TIP for this client newsletter program.
Our business can provide a reasonable agent with a wonderful and fulfilling income. More importantly than that it has allowed me time to spend with my family.
James Dietrich, FIC in his 4th year in the business, still says he "enjoys it immensely". He lives in North Central Saskatchewan, with Angela, his wife of over 13 years, and their 3 boys. Email him at james.dietrich@lutheranlife.ca.

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