This is a good point to remember.  People buy insurance from a person not from a letter.  People will, however, look closer and read a letter more so than a brochure.  Don’t misunderstand.  I am not knocking brochures and I am not saying not to use them.  A well written letter will get the prospect’s attention first.

This letter or introduction is not to close the sale.  You haven’t met the person.  You know nothing about them and they know nothing about you.  How do you know if you can help them?  How would the prospect know if you can help?  This letter and the series of contacts you make after  are to:

·        Get attention

·        Receive a phone call or email from the prospect

·        Communicate with the prospect

·        Get in front of the prospect

·        Start the selling process