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you are missing the boat for sure, i can tell in the way you are describing your appointments. when they tell you they have life insurance, you need to be able to find out what kind of coverage (UL or whole)? what carrier, are they graded or modified policies? do they cancel at 80? many do. I sell more replacements than non-replacements. You are leaving a lot of case on the table because you don't know what to do.
When I called last year they offered I believe 90% contract and leads were around $23. I'm sure you can get them for around $16 but I doubt it if you were new.
I would love to sell more FE. I just really suck at it.
For instance, I work closely with 3 other guys that average about 1.5 FE policies a week. Most of our sales are focused on Med Supps and MAPD's so their main goal isn't FE but it definitely helps their sales out.
Guess what I write? About 1.5 every 2 months....lol.
I know it's something I'm doing wrong. I ask them if they have life insurance and usually if they do, they say they are fine and don't need anymore. Or, if they don't have any they don't believe in owning it. I just know I am missing the boat and need to get better at it