Moving into the affluent market

One thing all life insurance agents want to accomplish is to see plenty of new prospects every year. One system that works well is the "dollar letter." The letter consists of a brief introduction of the firm, a list of notable clients, and a new one-dollar bill attached to the top. Basical...

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Published in:Financial services advisor 1995-07, Vol.138 (7), p.24
Main Author: Bernier, Thomas F
Format: Magazinearticle
Language:English
Subjects:
Estate taxes
High income
Insurance agents & brokers
Interviews
Methods
Names
Sales
Sales prospecting
Target markets
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description One thing all life insurance agents want to accomplish is to see plenty of new prospects every year. One system that works well is the "dollar letter." The letter consists of a brief introduction of the firm, a list of notable clients, and a new one-dollar bill attached to the top. Basically, you are giving them a tax-free dollar with an offer to show them how they can earn more. One of the best sources for identifying large quantities of prospects in the affluent market is the marketing services of Dun & Bradstreet. For a cost of approximately 40 cents per name for approximately 2,500 names, this service provides such information as the name of the current president, chairman, or owner of a business, the annual volume of sales, and the number of persons employed.
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identifier ISSN: 1524-7589
ispartof Financial services advisor, 1995-07, Vol.138 (7), p.24
issn 1524-7589
language eng
recordid cdi_proquest_reports_199923397
source ABI/INFORM Collection
subjects Estate taxes
High income
Insurance agents & brokers
Interviews
Methods
Names
Sales
Sales prospecting
Target markets
title Moving into the affluent market
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