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.

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.