I went through the licensing process, received product knowledge and field training, then I got my 'lead pack,' 70 pages worth. Some were 3 years old, others were 2 years old, the most recent one was 7 months old.
20 had bad phone #'s, 15 or so were Spanish speakers, the other 35 were viable except who remembers returning a card from the summer of 2010 in the summer of 2012? It's almost cold-calling, a good AIL rep has telemarketing skill, a thick skin to put up with verbal abuse by annoyed people receiving your 'I'm in the area on (day of the week) to drop off the no cost benefit packages to you and other union members, is 5PM a good time to meet with you and your spouse?' script.
The idea is to get inside, do a presentation, sell them life insurance, get them to reveal phone #'s of friends and co-workers or families with children (child safe kits you see) these (referrals) are the bread-and-butter. You cold-call them or induce your 'clients' to call ahead and try to do the same 'drop off your no cost benefit package' script to sell them life insurance, get 'referrals' and so on.