Tab Article

Foreword

Part One
Chapter 1. : Don’t Sell Life Insurance¯Sell What Life Insurance Can Do
Chapter 2. : The Basic Purpose of Life Insurance is to Create Cash
Chapter 3. : Life Insurance Creates Cash at A Discount When It’s Needed Most
Chapter 4. : Sell Tailored Dollars
Chapter 5. : Pinpoint the Problem
Chapter 6. : The problem Must Have A Price Tag
Chapter 7. : Create Specific Ideas for Specific Problems
Chapter 8. : Package Your Ideas
Chapter 9. : Keep Your Packages Simple
Chapter 10. : Sell Big Packages
Chapter 11. : To Sell Larger Policies—Build Up Your Own Program
Chapter 12. : How to Write Twelve Million Dollars in the Next Six Months
Chapter 13. : To Find the Big Case, Find The Person with A Big Problem
Chapter 14. : Get Out of The Office
Chapter 15. : Make the Calls and the Sales Will Follow
Chapter 16. : Prospecting: People Plus Ideas
Chapter 17. : The Best Prospect
Chapter 18. : Looking Down the Road
Chapter 19. : The Phone: Say What You Have to Say, Then Get Off
Chapter 20. : How to Get A Prospect’s Attention
Chapter 21. : The Key to the Interview is the Disturbing Question
Chapter 22. : How to Close an Interview: “Let Me Put It Together…”
Chapter 23. : Get Them Examined and They’Re Three-Quarters Sold
Chapter 24. : The Sale: Getting Ready to Get Ready
Chapter 25. : The Illustration: How to Merchandise It
Chapter 26. : Never Underestimate A Person’s Needs
Chapter 27. : What to Answer When the Prospect Says, “I’VE Got to Take It Up With…”
Chapter 28. : The Premium: Never Look for Extra Money
Chapter 29. : Finding the Premium Money: The Family Comes First
Chapter 30. : Take the Premiums from Capital, and Take It Away from the Tax Collector
Chapter 31. : Dividends: Use Them to Expand Coverage

Part Two
Chapter 32. : How to Create Packages with Big Price Tags
Chapter 33. : Study Estates: The Price Tags Reach Seven Figures
Chapter 34. : How to Conduct an Estate Interview
Chapter 35. : A Special Sales Aid for the Estate Interview
Chapter 36. : How to Handle Multi-Million-Dollar Estate Problems
Chapter 37. : The Estate Case Illustration: It Looks Down the Road to Bigger Sales
Chapter 38. : Selling the Million Dollar Policy
Chapter 39. : When the Corporation is the Bulk of the Estate
Chapter 40. : How to Sell A Package That Guarantees Company Continuity
Chapter 41. : A Policy to Insure One Year’s Profits
Chapter 42. : How to Create A Guaranteed Market
Chapter 43. : How to Guarantee Stock Redemption
Chapter 44. : Partnership: See-Saw Insurance
Chapter 45. : One Policy for the Tax Collector, Another Policy for You Family
Chapter 46. : The Salary Continuation Package
Chapter 47. : A Package to Insure Company Credit
Chapter 48. : How to Work Along with the Banks to Increase Your Volume
Chapter 49. : How to Sell Keyperson Insurance
Chapter 50. : The Bonus Policy
Chapter 51. : How to Create A Sale by Switching to A Younger Key Person
Chapter 52. : A Special Contract for the Prospect Who Has Too Much Money
Chapter 53. : Use It or Lose It: That’s The Way It Works with The Federal Gift Tax Exclusion
Chapter 54. : How to Have Charitable Contributions Go on Forever—Painlessly
Chapter 55. : How to Buy A Big Contract

Part Three
Chapter 56. : How to Find the Freedom to Sell
Chapter 57. : The Successful Selling Routine
Chapter 58. : How to Get Ideas That Pay Off
Chapter 59. : How to Build Self-Confidence
Chapter 60. : The “Magic Formula” for Success
Chapter 61. : Feldmanisms and Power Phrases

Epilogue
Index
About the Author