Pre-Appointment Prep

Now that you have made the set it is time to go on the appointment.  The appointment starts long before you show up to the house.  There are some key steps you need to take before you actually meet with the client.

1. Send out a reminder letter after you set the appointment.  Do not forget to do this.  This is crucial to high come through.

2. Run the numbers properly before going out on the appointment.  Ask your manager what the best options are for that particular client.  Run the numbers for the first month with your manager.

3. Know the type of person you are going to see.  This isn’t a situation where you can just show up and wing it.  You need to know whom you are meeting with.  An engineer is going to respond differently to your presentation than an auto mechanic will.  Know whom you are going to visit and know a little bit about them.

4. If a person is sick or have a medical condition, they will get a rating.  Which means their policy might cost more.  If your client has a medical condition talk to your manager about what rating you should give them.  

5. In your presentation folder you should have the following:

1. Application

2. Kaiser Form

3. ABR Pamphlet

4. Bird Dog Flier (See page on Bird Dog Fliers)

6. Make sure you have directions to their house and have checked them twice.  Give yourself plenty of time to arrive on time.

7. Never, never, never confirm your own appointments.  Always have a manager confirm them for you.  If you confirm your own appointment it is easier for the client to cancel.

8. Dress for success.  Look sharp.  Before you go on your appointment look your best.  Have your hair cut clean.  They buy you first.