Prospecting TIP
Prospecting TIP
1. Focus on prospecting (where a person is willing to meet you to have a discussion about life insurance).
2. Make a daily goal. Craig's was to get 2 prospects a day.
3. Fix a block of time to do this each and every day.
4. Reward yourself. Each day Craig met his goal he rewarded himself by saying "I feel good about myself."
5. Set a visual reminder of what you must do. Craig used a rock on his desk, another man a spot of red nail polish on his watch crystal. You need a reminder.
6. Make a commitment to do this. Make a contract with your spouse, "I'm going to do this every day for 5 days", and when you do arrange for something else to happen---you'll take her out to dinner.
Craig says that using this 6-step system is hard work, but after you do it regularly for 60 to 90 days you develop a 'positive addiction'---you don't necessarily like it, but it makes you feel good when you've finished. Like jogging!
Prospecting TIP - To learn more about this author, visit Donald F. Pooley's Website.
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Craig Templeton told about his 6-step prospecting process at the 1985 MDRT meeting in San Francisco. It's still valid.
1. Focus on prospecting (where a person is willing to meet you to have a discussion about life insurance).
2. Make a daily goal. Craig's was to get 2 prospects a day.
3. Fix a block of time to do this each and every day.
4. Reward yourself. Each day Craig met his goal he rewarded himself by saying "I feel good about myself."
5. Set a visual reminder of what you must do. Craig used a rock on his desk, another man a spot of red nail polish on his watch crystal. You need a reminder.
6. Make a commitment to do this. Make a contract with your spouse, "I'm going to do this every day for 5 days", and when you do arrange for something else to happen---you'll take her out to dinner.
Craig says that using this 6-step system is hard work, but after you do it regularly for 60 to 90 days you develop a 'positive addiction'---you don't necessarily like it, but it makes you feel good when you've finished. Like jogging!
Prospecting TIP - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
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