The dictator of punishment? It is none other than your Insurance Company Career Life Insurance Sales Manager that hired you. First you study for the state insurance exam and receive the canned insurance company's sales presentation to memorize. Your sales manager is kind enough to provide a 50 page binder of colorful pictures and information. He remarks this is his personal copy. To you it looks almost brand new.

License exam graduation, your presentation, and 100 man list will launch your $100,000 income. IF YOU FOLLOW DIRECTIONS, step by step, word for word.

Now you are excited, confident, and possessing your official state insurance license. One more step, complete the 100 man list. "All" successful life insurance agents start this way. You have 6 days to complete this sheet, while mastering the speech and presentation. You tell your spouse how helpful everyone is. Vacation this year can be their first trip to an island Also you expect shortly to be watching a new 60 inch television.

Time to start the journey, get your 100 man list. Looks simple enough and no directions attached. Fill in each line with people's names, addresses, phone, and how you know them. Asking the spouse for the holiday card list is the start. Quickly you fill in all family members, close friends, and people in your wedding party. Upon taking a close look at the sheet you see only 20 of the 100 man list slots filled.

The next day after your training session, you start again. Now your mind starts blurring. You can see dollar signs, but not new names. Examining the original 20 you try to expand. Three hours you spend, slowly writing down aunts and uncles, even great aunts and great uncles, some in nursing homes or frail health. Racking your brains expands your list to 45 names.

You sleep restless counting people instead of sheep. At the office, your manager asks if your 100 man list is done. You respond nervously it will be completed on time. Your spouse says you're too wound up and go glance at a magazine. Picking up "People Magazine" your mind plays helter-skelter tricks on you. Almost enticing you to write down names mentioned in the magazine.

Back to reality, you call your folks and ask them for names. Your spouse nags her parents for more. In a moment of brightness you add a few names from your previous job. Close to a spousal fight occurs when you ask her for her fellow employees' information. It's almost like pulling teeth, she angrily supplies a few names heading to bed with a headache. Total lines completed equals 70. The next day you have a migraine headache and put the list aside.

The weekend is here, time to barbecue and maybe down a few. During your nap, flashing of gold nuggets keep appearing, then disappearing. Grabbing a pen and the 100 man sheet you try again. The process of starring at name after name refuses to move your pen. It seems like a horror movie where someone goes into a trance. Glancing over, the yellow pages directory is spotted. A whopping five people that you do business with are added. Five hours for five new people.

It's Sunday, last day, before your life insurance sales start flying. Only 30 more. You and your spouse walk down the street. Running back and grabbing the 100 man list, 7 more slots are filled. A measly 23 becomes mission impossible. Panic strikes, eyes blur, stomach growls, heart pounds, sweat pours, and the clock keeps ticking, driving you nuts.

To insure her husband doesn't go stark mad, your spouse comes up with a lifesaver idea. She finds the local white pages and tells you to randomly pick out 23 names to get the darn nightmare agony over. Well, this jeopardizes reaching life insurance salesperson heaven. BUT the list is completed.

Monday morning you anxiously await your manager showing you the 100 man list wonders. He mentioned you would sell between 1/3 and half, plus lots of referrals. The sales manager cancels. having two new prospective agents to interview. Friday he will spend time, in the meantime start calling for appointments to go out and sell. All your initial training is complete and the 100 man list will make it a breeze.

Starting phone calls, numerous people not are home, and many not interested. The next four days result in 4 set up appointments. Your two sales of below average premiums occur from relatives wanting to give you a break. Friday you have two good appointments set, the last one with a relative. Disappointment sets in, your sales pro manager says he is meeting a couple wanting insurance that the agency manager provided.

Finally the sales manager returns for your last appointment. He tells you to watch him make a big sale. He starts without the thick sales presentation binder. Nor does he use the company presentation. He presents a very high premium plan you know your relatives can't afford. For a straight hour he keeps badgering them relentlessly. Afterwards in the car, with no sale made, he brags to keep pushing until no is heard 10 times.

You keep pounding your 100 man list. 25 hard earned appointments produces 8 sales. Just enough to slip beyond radar. You learn that friends and relatives are not obligated to buy. The sales manager constantly drills you with negatives. The advice is pushing for appointments harder, and higher sales. Your ego keeps nose diving downward until you doubt if you can sell.

Salvation arrives. Fed up and in debt, you glance at the Sunday help wanted ads. There is an ad for licensed agents with a lesser known company. Upon interviewing, the 100 man list is never mentioned. This company on a co-op basis is going to provide you with leads of sincere people requesting insurance information. Your determination gets you hired.

You know now where you want to shove that 100 man list. A year later you learn your former insurance manager and all but one of his 15 agents are no longer in the business. Numerous career life insurance agencies continue to tout this list as the best money maker ever conceived. In the meantime you keep closing in on the top life insurance salesperson in your agency.