1. Run both sample Non-Can and Guaranteed Renewable DI Illustrations and review them with your General Agent or Trainer:
   • Scheduled Premium — All Option
   • YRT — Including YRT spreadsheets
   • BOE
   • Buy-Sell
2. Evaluate the prospecting sources and methods described in the text. Select those which will produce the best results for you in your marketing area, then develop a written marketing plan that answers these questions:
   • How should I approach my prospects?
   • What do they need?
   • How can I give it to them?
3. Identify 15 of your best prospects on a Disability Prospect List. Then, using one or more of the approach techniques, conduct 15- to 20-minute Opening Interview meetings. Review the results with your General Agent / Trainer.
4. Get help from your General Agent / Trainer doing case analysis and developing recommendations for these prospects. You should get as much hands-on experience preparing proposals and running the DI software as you can. Also, discuss creative ways to use disability income features and benefits as selling tools in personal and business disability cases.
5. Conduct Presentation Interviews with the three disability prospects for whom you developed proposals. These should be joint calls with your General Agent / Trainer or DI Specialist. Conduct "curbside critiques" immediately after each interview.
6. As you complete the applications and other paperwork during these interviews, the General Agent / Trainer or DI Specialist accompanying you should be sure you're getting complete information and filling out the application and other paperwork carefully. He or she should also review submitted applications on future cases until satisfied that you have mastered this skill.
7. You should prepare Policy Delivery Interviews with your General Agent / Trainer or DI Specialist and conduct these first meetings as joint calls. Also, practice asking for referrals during these interviews, as well as setting cross-selling opportunities with your new clients.
8. Describe the specific types of formal and informal client contacts you will regularly use to maintain a high profile and communicate with clients. Discuss with your General Agent / Trainer why it is essential to anticipate, rather than just react to, problems in these markets.
9. Complete the exam for this unit with a passing grade.

Please print this Action Assignment using the "Printer Friendly" button at the top of this page. Once it is complete, sign it and submit it to your General Agent for his or her signature. Give one signed copy to the General Agent and fax/send another copy to Field Development Operations at the corporate headquarters — (513) 794-4515.