Over the past decade or so, I've had the opportunity to execute many major campaigns in demand generation, data building, and appointment setting with level-one and -two decision makers. In that time, we've developed a six-step methodology for accelerating the sales cycle and helping insurance agents achieve their business goals.

1. Predictable processes yield predictable results

The key is not only product knowledge, but also to have a key understanding, and buy-in, of the sales process. The hardest thing we train salespeople on is winning the first meeting, which is time off someone's calendar. That's the first yes. And many times, the industry doesn't understand that there is not an apparent need. We must create an opportunity where one did not exist. Without following a predictable process, the rest of the recommendations will not affect your end result.

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