Unit XX Business Insurance

In general, the initial meeting is conducted in the following manner:

Introduction: Because first impressions really do count, this is an especially important step if this is your initial face-to-face meeting with your on-profile prospect. After greeting the prospect and thanking him or her for meeting with you, repeat the promise you probably made during the approach that you will keep the meeting brief and non-sales oriented. The Business Viewpoint or Financial Profiles, Inc. BFC booklet should be the only material displayed during this meeting.

Prospect privacy: Once you've presented and explained the Business Viewpoint or BFC, give your prospect room to breathe while they fill it out. Excuse yourself to make a phone call or whatever. Allow about 12 to 15 minutes for the average Business Viewpoint or BFC to be completed.

Business Viewpoint or BFC Review: Wind down your 30 minutes with a review of the completed booklet. Chances are that your prospect indicated at least one area of interest or concern (almost everyone says that "tax-advantaged investments" are of interest). These hot points will become your reason for setting a second meeting.
When checking over the booklet, look for areas that the prospect says are not concerns. These areas may be just as important as a topic of discussion (Why aren't they concerns?) as areas checked as being important.

Set second meeting: Close the initial meeting by scheduling another meeting. If the Business Viewpoint or BFC accomplishes its primary objective (to disturb the prospect about the need to take action) this should be a fairly easy decision. You can feel confident as you approach the second meeting, knowing that:
- Your prospects know you;
- They have better understanding of their financial needs and wants; and
- They agreed to the next meeting knowing that resolving those needs and wants will likely mean a financial purchase.

Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.