B10- BE THANKFUL HE SAYS “NO”

THE PROFESSIONAL LIFE ADVISER’S GUIDE (Little Gems Series)

B10. (THE PERSON) - BE THANKFUL HE SAYS “NO”

Most agents, when they take up this work, dread to make calls. They dread it because of one fear - that the prospect will say “No”.

If they knew that nearly every prospect would say “Yes” what a wonderful business this would be, they think. How wrong they are!

Why! If prospects didn’t say “no” there would be few, if any life insurance salesmen. And, too, if most prospects said “Yes”, the commission scale would be only a fraction of what it is.

It is because prospects say “No” that the great volume of insurance is in force today.

The prospects say “No”. So the industry began to develop insurance principles and salesmanship and to improve the selling procedure.

Prospects said “No” when they proposed another ten or fifty thousand of protection. So the agent began to analyze life situations and to sell on need basis. That was the beginning of use of settlement options and of programming. So the agent began to develop needs for “business insurance”, “estate protection” and all other larger uses.

The prospects who object and refuse to buy are the great challenge to earnest life insurance agents. They weed out the unfit and they make good agents into better agents, by stimulating constructive and progressive thinking.

So instead of denouncing the unwilling buyer, we should be grateful to him. We should erect a monument in his honour. And bless the man who says “No”.