The results are in!

AND THEY'RE SHOCKING.

Let's jump right in. Here are your responses to "What you bring to a prospect meeting".

85% of you said that you bring your Business Card. WHY ISN'T THIS 100%??? How is the CEO going to remember your name and number, an email you sent? They get 100's of emails every day. Unacceptable.

Why is this important? Other than it being basic business acumen it let's your prospect easily get in touch with you. SO THEY CAN BUY FROM YOU.

53% of you said that you bring a Legal Pad. WHY ISN'T THIS 100%??? How are you going to take notes? The CEO is watching you nod and listen to their challenges but you're not writing anything down. Unacceptable.

Why is this important? You look like you're winging it. Taking notes shows them that you're paying attention. At least pretend to take notes!

0% of you said that you do a Live Technology Demo. I assume this means you don't have technology at your agency. Otherwise your client should see it. (Tip: it helps you stand out compared to the guy who didn't bring a business card and isn't taking notes)

WHY DOES ANY OF THIS MATTER?

It doesn't matter if you don't work on commission. If you do, it means everything.

As a producer your job is to get the organic growth. Which means you need to close your referrals. If your presentation is weak than you will not get a call back, even if you did give them a business card.

WHAT SHOULD I BRING TO A PROSPECT MEETING?

Ask Zenefits, ADP, and PayChex reps. Because they're the ones grabbing the market share from under everyone.

"Yeah but their Customer Service stinks and they don't know insurance". Maybe, but they're the ones who just got the BOR.

HOW CAN I WIN THE BOR OR PROTECT MY BOOK FROM THESE COMPETITORS?

Understand what their challenges are as a business owner and what this costs them - Legal Pad
Demonstrate your solutions and give them "Leave Behinds"- Technology Demonstration & Agency Branded materials
Give them a way to reach you - Business Card

One of my clients just won a 220 enrolled group that had been with their broker for 16 years. They qualified them and then demonstrated their HRIS, Compliance platform, and document preparation services. The prospect called the next day to sign the BOR. He used the number on the business card.

Do you agree or disagree?

I don't have all of the answers, but I do have 5 presentations today.

- R