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... , particularly if you have a product whose advantages stand out clearly on paper. Advertising low Term insurance rates, for example, can get people's attention. Make up fliers and blanket your area, asking for phone calls. Or, send letters to all the addresses possible in your area. These kinds of blanket, high-volume mailings differ from the pre-approach mailings that we will discuss under Action Step 2- Pre Approach' in that you will most likely not follow up on these direct mailers with a phone call asking for the appointment. You wait for return cards or phone calls. Brochures: A well-designed agency brochure can convey the message that your agency provides professional total insurance protection-including Life and related coverages. You can use a brochure in many ways to help generate leads. Bring it along when you ... the numbers quoted from the survey are averages: If you live in a busy metropolitan area or any area where jobs are plentiful and salaries high, the figures will be higher. Even so, the profiles provide some useful information about what types of prospects are out there and what types of coverages they have and need. 1. Strugglers: Mostly single Make up 25% of all households High School educations, hold blue collar or clerical jobs Average age of head of household is 33 Average income of $10,000 Average net worth of $1 ,000 More than half of these households have no Life insurance and only 3% are covered under pension plans. The chief financial objective in this group is liquidity, followed by safety. These people will be prospects for lower-priced policies, ...

...ose steps: Prospecting Pre-Approach Setting the Appointment..., high-volume mailings differ from the pre-approach mailings that we will discuss under 'Action Step 2--Pre Approach' in that you will most lik...