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I'm mailing my t65 only 2-3 months in advance because I want people ready to buy. Am I losing some? ...probably but I'm saving so much time eliminating the information sucking tire kickers. I don't mind educating people but I have no interest talking with people who will want to talk to 10 other advisors.
Its a give & take. Mail only 2-3mos out, get less returns (here in Calif, A LOT less), but you got ppl ready to get enrolled NOW! Mail earlier, catch them before others have spoken to them, get FAR better returns per $, but play the waiting game 3mos til enrollment time. But you talk to them 1-3 times during that time period, establish repoire & if they trust u, they wont go elsewhere.
Mailing 6mos out is to me by far the BETTER method, once you can mail for 6mos straight (Why I cant do that), you got a steady income/policies to enroll ea & every month & u just rinse & repeat!