Agent: "The last time we were together, we agreed that I'd put some ideas together for a buy-out in case either of you dies, becomes disabled or retires. Is that correct?
"I have the information you need. I think it fits the bill, so unless you have any questions, let's get started..."
Bring your prospects into the process. This builds a cooperative, problem-solving partnership with the businessowner. Your goal should be to make the presentation meeting a discussion rather than a monologue.
Stress features and corresponding benefits. Also, be sure your presentation covers these key points.
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