"Theresa, people either succeed or fail deliberately. Consciously or unconsciously, they plan their fate. From long observation and study of habits, we've learned that people who fail usually follow this pattern."

RENT
FOOD
DEBT
LUXURIES
SELF

"Unfortunately, there's rarely anything left over for the 'self.' Successful people, on the other hand, put themselves on top."

SELF
RENT
FOOD
DEBT
LUXURIES

"They succeed because they pay themselves first! And surprisingly enough, there always seems to be something left over for luxuries.

"These really aren't 'plans,' Theresa. They're 'habits,' and they usually last a lifetime. Don't you agree that the one you adopt now will determine your financial fate? Let's get started with this plan."

Stress the importance of pre-payment. If a prospect agrees to implement the plan, and there is no reason you can't bind the case immediately (other than medical or size), get the coverage in force with a check for the initial premium. There are seldom any valid reasons for waiting, and many urgent reasons not to — including the additional risk to the insured's family, and potential professional liability to you.

Thank your prospects for their confidence. Feed a name to create on-profile referrals. When all your business is concluded, leave!

Try this!

Agent: "That's it! Thank you very much. I know you'll be glad you did this. Before I leave, I wanted to ask you about Tony and Anne Franzoli, whom you mentioned were also having a baby. When is she due? What can you tell me about them?"