here is a complete and true answer to your question. 1) always work with warm leads i.e. referrals. 2) get IN FRONT of the person, do not sell on the PHONE. 3) Take a fact finder focusing on the person's total need for life insurance. 4) Get a discovery agreement outlining what issues you are going to solve for your client AND the clients FELT NEED to solve the problem. 5) Set up another meeting, go back to your office, design the solution. 6) At the second meeting solve the need through life insurance and ASK the client to take action... Done.
Can you give a short example of a discovery agreement?