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You can create any kind of agenda you need for any given situation. (Photo: iStock)

The single most effective yet under-utilized tool in a salesperson’s arsenal is “The Agenda.”

While other time-tested and effective tools include fact-finders, surveys/audits, and sales proposals, learning the proper use of an agenda is the one essential process that satisfies all interested parties: producers, CSRs, agency management, E&O attorneys, and most of all, the customer. Careful thought and preparation of the agenda in advance of meeting with the client or prospect is key to the success of that meeting.

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Barry Seigerman

PropertyCasualty360

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