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Have you ever been in the situation where you hate to go home after a hard day of selling insurance? I have.

I know what will be waiting for me, an unhappy wife. It is not that she is naturally that way; it is that she is worried about money, bills and the kids eating regularly..

If you sell anything on commissions then you fully understand. It can be feast or famine. I decided a long time ago to solve this issue. I wanted to come home to a happy wife and to leave the insurance business at the door..

I decided if I had more prospects to talk to than I could see then I would always have someone to sell to. I purposely over flooded my prospecting list with excessive prospects..

I used direct mail, referrals and seminars to provide them all for me. I always had more than enough prospects to see and often I would not get to all of them. Seems like a waste you say?.

Not really. If you have an enormous amount of people who you could see then the fear of the Monday morning appointment scheduling was a thing of the past..

It was actually very easy to do and it has resulted in a lifetime of comfort when it comes to prospecting. Here is how I did it..

I borrowed enough money from the bank to fund a large direct mail program setup for 12 months in advance. I would mail 5,000 to 10,000 pieces a month with an average rate of response of 3.5%. The amount would vary based on time of the year such as the holidays. Here is the catch: If I had leads left over I could not get to because of the volume of the response, I would throw them all away. I could do so because I had fresh leads arriving in the mail almost daily. If someone did not want to see me or was hard to see I just chucked it..

It was almost like a breath of fresh air and an enormous amount of freedom. At the end of the year I added up my results and readjusted for the following year. At the end of the first year I calculated I had over 600 annuity leads that I could never get to, or about 50 a month.