Regardless of the life insurance market you choose to work activity is the key to success. Meaning having people to talk too is what we all need, and the more the better. Understanding how lead campaigns work will maximize your income and reduce your expenses.

Those people that are generated from leads be they referrals, purchased, or both. They are generated through lead campaigns which include seminars, directmail, telemarketed, internet, pre-approach letters, and your skills at gaining referrals.

My career in life insurance sales has undertaken different stages of growth that are independent and distinct from one another. It is a path I’ve seen other life producers take, who have been in the industry a long time, leading them to success. As we all are looking to succeed, taking a closer look at the path others have taken is worth discussing.

The single most important part of the sales process is choosing the right product and the right carrier to place your application. It is the difference that will either gain you a client or not. Achieve your prospects goal of a new life insurance policy or not.

Field underwriting life insurance applications is about assessing the prospects risk to the insurance carrier and it begins the second you walk up to the front door not during appointment setting. Read the article “The Number One Mistake in Appointment Setting” for why. As you walk up to the door look around noticing any ashtrays or medical equipment such as canes or walkers making a mental note for later.

The most important part of Insurance selling is having leads. Regardless of how those are generated, having people to see each and every week is the difference between succeeding or not. The goal of every lead is getting an appointment…period.

The chief mistake I see agents make in appointment setting is over qualifying the lead.