How many times has this happened to you? You get a phone call from a sales rep and with in seconds the desire to hang up over comes the situation. No matter what the sales rep says the only thing going threw your mind is "when is this going to end?" I have worked for years both in lead generation and in Life insurance sales. In this article I want to go over some of the traits that I have seen in producers that are making 6 and even 7 figure incomes in the life insurance industry. I am no longer in the life insurance business so I can focus all of my attention on marketing. I have interviewed some of the top producers in the industry and here are 5 secrets that were never revealed by any home office.

5 must do techniques to generate your own leads.

1. Do not offer food as an incentive to get people to your seminar. After interviewing 10 top producers from 10 different companies I noticed not one of them offered food as an incentive to go to their seminar. What all of these top producers did was form an alliance with accountants and attorneys that would offer advice to the audience at not cost at the seminar only. You need an audience that needs tax and legal advice. You do not need an audience that needs a sandwich.

2. Stop chasing big cases When I was selling life insurance I always dreamed of selling huge polices. I always thought that the big producers spent all day writing huge estate policies. I found out this is not the case. In order to make it in this business you should make it a point to sell a policy a day. It can be a small term policy to a large annuity putting business on the books has to be the agent's first priority.

3. Prospect in the blue collar market not the white collar market. My first big sale was to a company that made brass parts for sale boats. I will never forget the sales call I made that day. I showed up to a warehouse in the industrial area of Los Angeles thinking what am I doing here? Half way threw my pitch the man who owned the company cut me off and said "I can care less about you or your company". Tell me what I need to do to set up a private pension plan. I proceeded to explain to him how he can fund a portion of his pension fund with life insurance or annuities. He proceeded to have me sit in a tiny office while he called his attorney. After sitting in that office for 30 minutes he came back and asked "who do I write the check out to?" Blue collar business owners do not waste your time. He proceeded to write a check out for 50 thousand dollars and this was our first appointment. Many blue collar businesses make a lot of money and do not get approached as often as white collar business.

4. Generate your own leads do not pay for leads. Many marketers generate leads online threw ad networks and threw purchasing leads from other marketers. With the low cost of technology today one would be better off producing their own leads instead of paying for the leads. I worked for a lead company that I will not name for legal reason that would sell the same lead to five different agents. There is also a lead reseller market that buys leads in bulk. It is to the life agent's benefit to generate their own leads.

5. Prospect condo associations. Here is a secret that I am sure the marketing gurus have not let out. A lot of condo associations and home owner associations have to hold their money in trust. What does that mean to you? A lot of condo and home associations hold their money in a fixed annuity. The association needs a safe place to keep their money and with what's going on in the banking industry many insurance companies are starting to look like a better alternative than the banks. When I was told this my jaw dropped to the floor. One top producer looked and me and asked "Mike every senior in my area has been to a seminar why should I waste my money?"

Find out the 5 Reasons why %90 of the life agents in your area quit in their first year.

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