1. Discuss with your General Agent/Trainer how you plan to enter the business and professional market, determine/establish your preferred client profile, and set preliminary production goals. Also, discuss and set the activity levels you must consistently maintain to achieve the results you seek.
2. Define your marketing territory. Determine your marketing area by counties or zip codes. If your normal area isn't big enough to support business sales activities, you may need to expand geographically or increase your list of market groups.

   My marketing territory is:

3. Select initial and target business markets. List the types of businessowners you would like to work with, as well as businesses you know something about or with which you've had some experience. Don't worry yet about having enough on-profile prospects locally, just try to come up with six to 10 groups you'd feel good about having as clients.

   My initial and target business markets are:

4. Conduct business market surveys with five members of each of your initial and target business markets. Don't forget to ask for on-profile referrals to other survey participants. Review your results with your General Agent/Trainer.

   I will conduct business market surveys with:

   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   
   

   Record the names of on-profile referrals here:

5. Identify one or more target business markets. The market(s) you develop should meet all of the requirements of a target market described in this unit, including being large enough and sufficiently accessible to support your sales activities, and having communication networks you can use to get introductions and on-profile referrals.

   With your General Agent/Trainer, project the amount of business you could expect from the market(s) each year. If it looks like you'd come up short, decide how to expand your marketing base. Be specific!

   The small-business or professional market(s) I intend to develop are:

   I project my market(s) will generate $ of First-Year Commissions in the first 12 months and will provide % of my business in that period.

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