1. Discuss with your General Agent/Trainer how you plan to enter the business and professional markets, and set preliminary production goals. Also, discuss and set the activity levels you must consistently maintain to achieve the results you seek.
2. Evaluate the marketing and prospecting sources and methods described in the program. Select those that will produce the best results for you in your marketing area, then develop a written marketing plan that answers these questions:
   • "Can I generate enough activity to meet my production goals?"
   
   
   • "How should I approach my on-profile prospects?"
   
   
   • "What do they need?"
   
   
   • "How can I give it to them?"

   Review your plan with your General Agent / Trainer and modify as appropriate.

3. Create a business insurance list or use LIMRA's Business 100. As you start using these sources and methods, add as many names as you can to your list, and create either individual center-of-influence or prospect cards for each name. Build an initial list; then, classify your prospects as people you should:
   • Contact immediately
   
   
   • Get help from a more experienced producer
   
   
   • Discard
4. Meet with your General Agent/Trainer as scheduled above to discuss what you've read and ask questions about the subjects covered.

DATE: __________	SIGN OFF
General Agent: ____________________________________
Sales Associate: ___________________________________
Firm (Print): ____________________________________