Since you mentioned getting exams done, I'm going to assume that you're selling fully underwritten policies rather than final expense or other simplified issue solutions. If I'm wrong, you'll want to head over to the final expense forum for tips in that method of doing business.
First, I hate the phone too. For me, the phone is a follow-up tool, or the tool to connect with referrals, NOT a tool to make first contact to introduce yourself. If I see a number on my phone and I don't recognize it, I don't answer it. I suspect it's generally that way most of the time. I think cold-calling by phone... is dead.
If you want to make the phone your primary source of prospecting, you'll probably want to get a dialer and make up in numbers for what you lack in skills. There are people on this forum that could help you with that.
Or... you can take a different approach.
D2D L/H/Annuities Tracker
Regarding friends and family... I'm indifferent to it all. So many firms tout that it's the way to go... but seeing the industry failure rate tells me that it isn't.
Friends and family and anyone else you know... should be a SECONDARY marketing tactic, not a primary one. In fact, it works FAR BETTER if you're already seeing success and the people you're meeting with happen to 'remind you of someone you know', so you thought you'd make a call and take them out to lunch and show them the work you do. No cost, no obligation, and you can deduct the meal for business purposes.
Remember: A no is not a no, until you know that they know what they are saying no to.
Plus, people you know also know your entire history with them. Parents, aunts, uncles, grandparents... all remember when they used to change your diapers, that they might not take you seriously regarding personal finance, until OTHERS are taking your advice and you are prospering. (Yeah, my family is like that.)
Now, what do you talk about in order to get people to want to meet with you?
- If you talk about products... they won't meet with you. They'll say "Oh, okay, that's nice and good that you're doing that."
- If you talk about common problems that most people have and how you help them to solve THEIR problems... they just might say "Do you think you could help me too?" And your response would simply be "Let's get together and talk and let's find out."
Your professional introduction should really talk about the problems you help people with, not a menu of products you sell.
Bob Ritter’s Blog #86: The #1 Reason Advisors Are NOT Getting Paid What They’re Worth