Russ, I used your phone approach (modified with the 8% tax deferred safe savings plan) behind a postcard mailing and my wife and I called 500 people and we had 135 people accept the special report on our safe alternative to CD's with a tax deferred plan that has been averaging 8% over the last six years."  Thanks for your support and marketing ideas we will write $756,000 in annuities in February. Gerald Bradford, IL.

The above headline is just one marketing strategy I’ve used to average over 17 presentations per week in my 34 year Insurance career.  Please understand I have another 7-10 disturbing questions for the phone and door approach I’ve mastered and borrowed from top agents I’ve worked with in the field.  I’ve  had as high as 65% in the house ratio using this approach.   It’s amazing how much you learn about marketing after being a student of marketing for over 34 years.

Now here’s a brief summary of my phone approach that I would be using while staying in the local Best Western Hotel and also my door approach. I would have also pre mailed 200 affluent widows age 65-78  one of my 33 lead generating  postcards.   Now remember, when I wasn’t out giving annuity presentations I would be at the hotel double booking at least 5-6 appointments per day.

 Ok, here’s part of my phone and presentation I would use.

Hello, Mary this is Russ  Jones with the Senior Benefit Center here in downtown Smallville and the reason for my short call is recently you responded (when I use the word responded I mean they pulled my postcard out of the mailbox.)  recently you responded to information about how to cut your Social Security taxes, or how to increase your retirement income by 20%, or we have a safe saving , or whatever; and I want to apologize for not calling you back sooner, but we have just been swamped with getting our retirement benefit kit information out to people . (A retirement Kit is two or three reports in a file folder, maybe latest SS information and information about the Debt Reduction Act of 2006),  However, I did promise my manager  that when I’m out in the Lonesome Creek Neighborhood I would drop off our retirement benefit kit to you.

Then I might say, “I have 6-8 other kits to drop off tomorrow morning or  afternoon in the neighborhood and would you be home between 2-4 PM.  And, would it be a bother to you if I dropped one off and introduced myself and shook your hand. Ok, that’s a quick approach I’ve used for over 27 years and it works.  It actually works even better when you map out an area and go out and hand deliver  the reports using those three magic words:  Responded, apologize and promised.  I could go to any town in the USA and let me use my postcard system using a list of IRA, CD or affluent widows and I could give 3-4 presentations everyday using the above approach.  In my younger days when I was fulltime in the business I would average 17 presentations per week using the above approach along with working 20-30 leads per week.

When I went out to the house I would park my car in front of their house, leaving  the car running, the window down and the radio playing very loud to some country music.  (Of course, if you’re in an area where you have gangs, or high crime I wouldn’t leave my car running unless you have an 84 Dodge Lancer or something older.)  I get out of the car and wave at the house like someone is looking out at me.  Then I also look at something in my hand and also at their address. Then I always hold some type of card out in front of me like I’m on a mission for something to be delivered.  (Yes, I know some of you big shots who sit in your wood panel quiet offices with less than five appointments per week think this is below you.)  

But, this pitch is just one of the ones you’ll find in my “Ultimate Insurance System” you can use to generate business on a shoe string budget to get started.