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Strictly Sales- Prospecting: The engine that drives sales

A friend of mine said, "Selling insurance is a lousy job, but a great career."

By Kenneth L. Fields,CIC,CPCU | Updated on December 08, 2009

A friend of mine said, “Selling insurance is a lousy job, but a great career.” This quote makes the point that if you want to work 9 to 5, and then knock off for the day without a thought about your job until the next morning, selling insurance isn’t for you. Part of his message is that an insurance agent is always “on.” You never know who is listening or watching.

Years ago, I heard the story of a life insurance producer who had made a very large sale to fund a trust. On the way home, he stopped off for a beer in another county. Several beers later, he was entertaining his new best friend with the story of his accomplishment. The next morning a phone message was waiting at his office cancelling the sale. It seems his friend from the previous night was a relative of the client. He obviously said something he shouldn’t have.

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