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Selling is a good deal like farming. In farming, the farmer must plant the seed. He knows that he must sow before he can reap. The farmer and the salesman are alike. The farmer plants seeds. The salesman plants ideas. Your ideas, like seeds, will never grow a crop unless they are planted. The salesman reaps as he sows. The more ideas he sows, the more sales he will reap. Therefore, I realized that in order to reap a harvest of life insurance sales I must sow a crop of life insurance ideas. I also realized that these ideas must convey to the prospect the real value of life insurance and the advantages that it 26 HOW TO CREATE A SALE meant to him and his family. They must satisfy the prospect's sense of caution, security, and safety. Therefore, it was necessary to create a Sales Plan around the needs of the prospect, conveying the idea that life insurance would satisfy those needs. In building and creating this Sales Plan, I studied life insurance from every angle. Not a phase was overlooked. I sought every available source for knowledge and information. I read every book that I could find on the subject. I compared all major companies. I analyzed all important types of policies, including term insurance, ordinary insurance, 20-payment life insurance, all kinds of endowment life insurance, all forms of annuities, and all forms of retirement income plans. I reckoned with mortality tables, compound interest tables, life expectancy tables, cash reserves, disability clauses, and tables and clauses for optional settlements. I studied the protection that life insurance affords to partnerships, executives of corporations, and the interests of individual proprietors. I searched tax laws relating to estates, wills, and trusts. I familiarized myself with inheritance tax laws, both state and Federal. The social, economic, and financial aspects of life insurance were carefully weighed, analyzed, and considered. |
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