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.

This is especially true with insurance.

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