Why this common idea is killing your performance

Have you bought into the dangerous myth of “Less is More” in selling life insurance?

You know the drill - As you get more advanced in the business you ought to write fewer, but bigger premium cases. Less work. More money. After all, doesn’t it take as much effort to get a $100,000 premium as it does to get a $1,000 one? So, why chase little ones?

Here’s why. The late Frank Creaghan said, if you want to hunt elephants, you’d better have a big bank account because it takes a long time. Big cases, like elephants are rare and most advisors who only want a few BIG cases each year, stop hunting enough for the volume of prospects needed to find the elephants hiding among the gazelles. Isn’t that the attraction to big cases, less work?

Ironically big cases require more hunting than small ones. The bonus to more hunting is that you’ll get gazelles to pay the bills and find elephants to break records.

If you don’t want to handle gazelles - fine, have an associate help. That way you get all the business you find, and you stay sharp. With only big cases, you win just a few times a year and can lose your touch and your confidence.

But do more hunting and selling and you’ll be better with all your cases. So, it turns out that “More is More”!

Hey, there’s nothing wrong with preparing for elephant-sized deals, just remember that they are usually hiding among the gazelles. Go for both deals and your results will be bigger, faster, and more stable.

Just don’t fall for that scary “less is more” stuff - whoever tells it.

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