Sharing by John F. Savage

John F. Savage, one of the legendary producer in US life insurance industry, shared some of his viewpoints.

"You can no longer by a hunter. In the past, agents were taught to pick up the newspaper, see who had a new kid, who was getting married, who got engaged, and who got a pay raise. Amateur night in the arena! You can't operate like that anymore."

"You've got to grow, you must change. You must be a trapper. I've always taught people that hunter goes up and down the stream, in and out of the woods, and by the end of the day has one rabbit or one bird."

"What does a trapper do? He sets up the traps, goes back into the log cabin, and pretty soon, Bingo! Got one! Bingo! Got another one! At the end of the day he goes out and picks up the game from the traps (the point being that the trapper doesn't have to seek out the game, the game comes to the trapper)."


In action term, it should means that we have to promote or advertise ourselves & our products through newspaper, through internet, through media. And we can recruit agents in different areas, so that we are not alone by ourself, we can borrow other people's time & effort, to help us in our business.