It will be interesting to see if anyone will try any of these. I would love any feedback but would encourage using any of these at least ten times to see fair results. Each of these has worked extremely well for me over the years.

First, approach ten businesses on foot. This is known as the feet on the street. Find an area of town where there are ten businesses or more in a condensed area. Walk into each business and use something like this. “Hi, I am ————–. I am visiting with businesses in the area and thought I would see if there is anything I could help you with.” Usually on the first visit, the answer will be “no, we are just fine but thanks for dropping by”. So, give them your card and walk away. The following month, stop back at every single business from the month before and do the exact same thing. Keep doing this same procedure for 4 or 5 months and I will guarantee you that by the fourth time they see you the conversation will go like this, “Oh, it’s you again. We see you more that we see our current agent. Maybe we should be talking to you.” Persistency is the key; they need to see you on regular basis.

Another idea that worked very well for me was the method of getting key person coverage discussion started. After having a discussion with business owner about whatever allowed me in the door, I would find out some of their key people by asking who has been with the company the longest. Many times it would be an older staff person that although wasn’t absolutely key, was a very valued member of the team. My conversation with the owner/manager would go something like this. “Mr. Owner, you told me that Sally has been with you for nearly 20 years. On what day would you tell her that you are not able to pay her anymore if she were to get sick, hurt or wasn’t able to do the job anymore?” With that, don’t say another word until the owner responds. This provides you with an answer for the business owner using key person disability or life insurance policies. It also points out to the owner the uncomfortable position they will be in if they wait till something happens before addressing the problem.

Last idea I will leave you with is form a small group of professionals like yourself. This can many times be done in an agency setting or if you happen to be in an independent office, through your NAIFA counterparts. This group, no more than eight, needs to meet once a month for breakfast or lunch. The purpose of the group is to challenge each other to higher production. The one that I was with, we would count applications. It was a pretty simple way to keep score. When we would meet, it was the responsibility of the last place person to buy breakfast or in our case lunch. So not only did you have a lousy month production wise, but you had to pay for the group. It truly challenged each of us to push for additional sales in order not to come in last. It was a lot of fun and amazingly, the individuals in the group have all grown to be pretty successful even as each has went off in different directions.

I hope you will give a try to one of these ideas and update me on how they went. I really would like to know if it will make a difference in your business.