Try this! As one successful agent advises, "Spend two more hours polishing your presentations every week, and you'll double your income." Here's a pre-flight checklist you can use:

• Organize your proposed solutions in the order in which you wish to present them. Insert visuals, sales illustrations, and other point-of-sale materials — including applications — into an attractive presentation folder.
• Prepare, prepare, prepare! Know exactly what you're going to say, when you're going to say it, and why. You may have heard it a thousand times, but for prospects, it's always "opening night." Role-play your presentation as if you were in front of the prospect, using videotape, so that you can critique and refine it later. Ask someone else to critique your performance, as well.
• Anticipate comments, concerns, questions, and objections. Ask yourself, "What else would I want to know about this if I were the intended buyer?"
• Forget anything? Be sure that you have all the point-of-sale materials you will need, including applications and prospect cards.

Get help if you need it. There's no need to be the Lone Ranger. Arrange for sales and/or technical back-up during the interview, even if it means splitting commissions with other licensed agents.

• Confirm the scheduled meeting. It's the professional thing to do.