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Despite my years of experience as a consultant, I still become nervous every time the doorbell rings and the FedEx delivery person is outside with two legal-size boxes of documents for my review. My reaction is always the same: Where do I start? Although I write from the perspective of an insurance consultant and expert witness, I believe all insurance professionals gain value from my experience. The method for digging into the matter that works best for me is to focus on the instructions the client gave the agent and the instructions–if any–the insurer gave the agent. I believe clear instructions also are a great place to start a sales interview. In the process of obtaining unambiguous instructions, it naturally focuses on the unique needs of your prospective client.

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