Being in sales and business building for most of my career, I understand the concept of cold prospecting. I've done my share of knocking doors and getting to know people.

The most expensive part of starting off your career in life insurance sales is developing a client base. Often a new sales recruit will look at a seasoned and successful life insurance agent and enviously comment to themself, "I wish I had their client list".

With most seasoned sales people, we know that there is a good chance we will have more "NO" then "YES". Why? Because when you start out with a cold prospecting list that is what happens. I always ask myself "where do I start" when I am looking at selling a new product or service.

Cold prospecting, though not easy, does have one benefit. You do not need cash. I've been able to set up businesses with little or no cash by taking the time to do cold prospecting. That's why there is an appeal for cold prospecting.

If you are willing to do the up front work such as getting to know the people, developing a good reputation, put in the long hours necessary to get it going, then you will succeed.

Those who are impatient often take short cuts and then quit because they don't get the results they want. If you want to stay in business, you have to go the distance to learn the necessay skills required. Often, you learn by your mistakes.

Take the time to learn the sales trade.

THE QUESTION: Deal directly with life insurance leads or take the time to learn how to cold prospect?