As an independent life insurance agent, every time you sell a policy to one of your prospects you’re adding to your book of business. Over the years, you’ll add hundreds of clients to that list in your book. What you do with that list will determine your financial future as a life producer.

As an independent life producer starting in the final expense, or mortgage protection market, if you’re working hard, you’re adding on average of 200 clients a year. These two markets present themselves as one visit closes. The adage of “one-and-done” couldn’t be more wrong.

One of the questions I ask myself after giving a presentation in a home is “…what did I do (or not do) to make (or not make) the sale?” After hundreds of presentations I still ask myself that question after each and every presentation. The goal of which is to increase the success of a positive outcome while developing a duplicable process.