Overview

This work includes first-hand lessons from a master salesperson on how to close the mega-sales and penetrate new markets. It depicts actual situations, involving readers in psychological dramas where careers and fortunes hang in the balance. Topics covered include prospecting, preparing for the call, turning prospects into clients and becoming a mega-agent. It can also be read as a rags-to-riches story of a man who used universal strategies to reach the apex of his industry. When David Cowper began his insurance career, he was alone in a new country with no contacts and only 40 dollars in his pocket. Three months later, he still hadn't sold a single policy. But he stuck with it and became one of the world's top insurance salesmen. At the peak of his career he routinely made million dollar sales and closed deals in excess of $100 million. More than a rags-to-riches story, this book is a firsthand account of the unique strategies David developed and used to penetrate new markets and close huge sales.

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9780471645290

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David Cowper entered the insurance business in 1958, becoming one of the highest--performing insurance brokers in the world and a founding member of the Top of the Table. He was a Main Platform speaker for the Top of the Table and the Million Dollar Round Table, a former member of the Faculty of Life Underwriters Association, former member of the Directors of Life Underwriters Association, and former Chairman of the Taxation and Legislation Committee of the Life Underwriters Association of Canada. He was a tenor, an avid reader of history, and an aficionado of thoroughbred horse racing. Donald Cowper, a former insurance broker, is now a writer, and co--author with Norm Trainor and Andrew Haynes of The 8 Best Practices of High--Performing Salespeople. He is also the co--author with Kevin Guest and Andrew Haynes of Youth Violence: How To Protect Your Kids. He lives in Toronto with his wife, Christine.

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