why the worried look lorraine i said oh gracie i was just wondering where i'm going to find some other prospects he's protected with business insurance family coverage and retirement income you helped him set it up you've done as well a job with walter smith adjusting his program to fit the changing conditions through the years and when he isn't exactly a prospect himself walter smith is a source of prospects as a satisfied owner of life insurance he's actually a booster for human potential you might call him a member of the run paid sales staff well perhaps when she's better you'll allow me to call on you on mr hardy to talk to him about his life and your i'm sure he wouldn't be interested in buying any insurance and i don't think it's actually talking to you if you want  acceptable range risks that's right jim old man with success comes from sales sales come from interview interviews come from prospects there are really five fundamental factors in successful prospects remember one prospecting requires awareness it's the ability to spot people to get information about them and to translate that information into their total insurance need remember to prospecting must be a continuous process you must constantly replenish  prospect a new requires a systematic coverage of all sources it's a part of every contact and every conversation psychically every house every place of business every shop is a source of good prospects remember for prospecting it requires the recording of information prospects are so important to your success you can't depend on memory alone remember five fundamental factors that make prospecting the partner of successful salesmanship lead right back to walter smith a descendant of influence in his business he's also a center of influence  in this business you're constantly face to face with the future is the first baby for jane and she's happy happy because it's a boy and her husband wanted a boy here is prospecting in the  a most opportune time to talk insurance needs but there is a prospect now there's more family and no need for life insurance on dad's life this little fellow might be president of the united states but whether he will be or won't be a short an aide life insurance the same as his dad so that studies program not when he's old  enough he can become a partner with his dad and help pay for his own insurance with the money he makes from not jobs it will help him learn the lesson of systematic drift in addition it may be the first step in providing for his future education a college education costs money but it will pay big dividends in extra earnings if they have the opportunity to get one that is a prospect and this is a night dear time to discuss his family security program with him and remember that little fellow is a prospect too yes a seven pound six ounce prospect and growing bigger all the time make a note of it something new has been added to the family it's a brand new house a veil smith as beautiful a place as any man could ever hope to call his own in another twenty years when the mortgage is paid off well he can come on his own home anyway what's the difference the difference is making sure with mortgage retention insurance and that makes you bill smith a prospect for specific covering prospecting requires awareness and generally it isn't something the size of a house that tips the information it's usually a little something that drops easily in the course of conversation something perhaps about the neighbor's gusset a gag even a translated need insurance needed when prospecting is a continuous process with a potential man when it's automatically a part of every contact and every conversation a family of one prospect leads to the families of friends and neighbors that new doctor in the neighborhood he's building quite a practice you know to be a good prospect yes prospects are everywhere and by the way they'll snit's that brazen pay that gave you the courage to buy this new house should also make you interested in some additional income insurance for your family make a note of that to prospecting requires the recording of information for prospecting requires a systematic coverage of all sources and that of course includes the newspaper today there's a story about sam the case daughter graduating with all on is from high school he's going to college to it said sure enough dad has been dumb and policy maturing there is another prospect now he should be able to go further with his life insurance program without an down and premium out of the endowment check on that promise he taken years ago will help him put mary through college age wise father a lucky girl sam would have taken that policy years ago in a camp for some prospecting prudential man and he probably wouldn't take any more insurance now without another prospect include ensuring that of course sam knows the value of insurance everybody does it's just that sam is human he just like so many other people he puts insurance off postpones it as something he can pick up any time he and his family would be in a bad way if the potential man thought the same way about it sammy's the potential man on the friendly service that ensures the future sometimes it's hard to tell where prospecting stops selling begins not that it matters what matters is those sales it's a proof of positive prospecting prospecting is the key to sa behind every application for insurance life the five fundamental factors that make prospecting a necessary partner of successful salesmanship prospecting requires awareness prospecting must be a continuous process prospecting requires a systematic coverage of all sources prospecting requires a recording of information suspect think is the