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Let's break these two down.
1. Are these prospects the size accounts
2. Have we matched these lists
3. Have we checked with our carriers
4. Do we have any current clients
5. Have we developed a series
1. Do I, as an individual
2. Do we clearly understand
3. What is the prospect's relationship
4. Are there any pains or issues
5. Now that we have something
The rules of engagement
tomb@siaa.net
Tom Barrett is president of the Midwest and Southeast regions of SIAA Inc., with a partnering of 2,550 agencies. SIAA uses the Dynamics of Selling process to increase new business in 2008. Tom also serves on the National Faculty for Dynamics of Selling and Dynamics of Company Agency Relations. For more information on these Dynamics programs, call 800-633-2165 or go to www.TheNationalAlliance.com .
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