Get Them While They're Young--and Keep Them
By Lennie L. Roe, LUTCF, RHU

Many parents call about health insurance for the young people in their families. Typically, Johnny is coming off the parents' health plan because he is no longer in college, and he has a job that doesn't provide any health insurance--or perhaps he has yet to find a job. This is a real concern for parents.

After writing the health coverage, the agent has the opportunity to write a life application as well. Johnny may not keep the health insurance because he's probably going to get a job somewhere that provides health insurance. But the agent can maintain contact with him because of the life insurance.

If the parents were involved in this process, there's a great likelihood that Johnny is going to retain that coverage. He's going to be your policyholder. Whether or not he develops into a client is up to you, the agent. If you don't make the prospect a policyholder, you have little chance of making a client out of him.

Keep Those Logs Rolling
By Randy Buchmiller, CLU, ChFC, LUTCF

We keep a phone log at the desk of each of the staff so when a call comes in, we write down everything we talk about. I'm a multiline agent, so on our phone log--in addition to the time and date of the phone call, who the person is and what the nature of their business is--we have a checklist that prods us to ask for more business in auto, fire, life and health insurance.

At the bottom of the message pad it reads, "Would you mind discussing life insurance with Randy at some point?" Everyone automatically asks this question of everyone who calls in. Fifty percent of them say "Yes, I would like to talk to him sometime," and 25 percent set up an appointment right then. My staff has access to my calendar on the computer, so they can set up the appointment.

Boating for Dollars
By Larry Fowler Jr., LUTCF

Do you love boating? Own your own boat? If you're a multiline agent, market boat owner's insurance as a door-opener, then pivot to life, disability and health insurance. Most boat owners have high incomes and tax and estate issues. As a fellow boat owner, you talk their lingo. Get the first appointment on their boat. It works. For me, 24 boat sales in 1990 led to 67 other sales, totaling more than $57,000 of premium.

Lennie L. Roe, LUTCF, RHU, works for American Republic in Barboursville, W.Va.; Randy Buchmiller, CLU, ChFC, LUTCF, works for State Farm in Murray, Utah; and Larry Fowler Jr., LUTCF, works for Nationwide Life in Norwich, Conn.

These sales tips are excerpted from the first edition of Advisor Today's Sizzling Sales Ideas. Soon we will bring you the latest version of Sizzling Sales Ideas. It contains the newest ideas and timeless tips you need to fine-tune your prospecting techniques, grab your clients' and prospects' attention, close more sales and boost your bottom line.

Dozens of top producers--including industry experts featured in Advisor Today--have contributed their most profitable ideas to Sizzling Sales Ideas. Just one of these ideas could help you earn hundreds or thousands of dollars.

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