I know you've been there. You're sitting in front of your prospect for the first time. They invited you to sit down. You look around the office or room, searching for a glimpse of an idea to start the "small talk.” Thankfully you see the University of Alabama diploma or the portrait of Bear Bryant on the wall. Now you have something. But after five minutes of jibber about the great 2005 season and the hopes of next year, you are searching again. But this time it's business. You don't want to sound like an insurance agent. You want to sound professional.

What better way than to bring in just two pieces of paper. (Note: You did not bring in a product guide or your brief case full of applications.) You have an Agenda - one for you and one for them. The agenda looks nice. It is on a different style of paper. You may call it resume paper. The agenda has the name of your company, possibly a logo, your website and your office number. It has the date of the meeting. It has their name on it too. The title at the top in BOLD letters reads "AGENDA AND EXPECTATIONS.” Nice.

You can start the "business” end of the meeting by saying, "I took the liberty of putting together an agenda for today. It may help us stay on track.” They notice the nice paper and the fact that you took the time to personalize the agenda. This sends a message of professionalism and class.

The agenda has bullet points or actual numbers, whichever your style. It communicates the topic f

or which you have set the meeting and an action list to move forward. It helps to establish the "professional” relationship and how YOU will be able to help them with their investments or insurance plan. The agenda concludes with "What is the Next Step?” This allows you to review what you have discussed, set another appointment, and end the meeting in a positive way.

The use of an agenda will most certainly set you apart from any competition. Not many people use them, so you will be different. You will be more confident in your sale and the prospect will be more comfortable. The key is to use them consistently and with purpose. For a sample of an agenda, visit my website and click on "Marketing Ideas” under "Private Lessons”. Please use your own style. It will distinguish you from others. A little creativity on this will go a long way.

For an Efficient, Professional Meeting - Use an Agenda.

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