Overview of the Presentation

C4-L2-P10

Overview of the Presentation

The product presentation may take just a few minutes, or it may require an hour, depending on the complexity of the product or products under discussion. Regardless, the presentation will flow through the following four steps:

  1. First, the producer reviews and re-establishes the relationship.

    A week or longer may have elapsed between the fact-finding interview and this next meeting. The producer also should take a few minutes to review his or her credentials. As with the initial meeting, it is important to make sure that all information is accurate.

  2. The producer then reviews the client’s needs and priorities.

    Clients are busy. Odds are that the details of a conversation that took place several days ago will be vague at best. It is in everyone’s best interests to review the priorities discussed and any decisions made at that first meeting. This step helps ensure that you and the client agree about the facts and that all relevant information has been disclosed.

  3. The producer introduces one or more specific product solutions and provides an overview of how the policies work.

    This usually involves a description of policy features and benefits.

    Note: There will be occasions when no product should be recommended. At these times, the producer should schedule an appointment, nonetheless, to confirm this with the client. This not only ensures that the client understands and agrees with the decision, it also leaves the door open for future business.

  4. Finally, the producer uses a product illustration.

    If the producer uses a product illustration, he/she should review and explain the illustration in detail as part of the product presentation process.

The producer is responsible for meeting all disclosure rules, being careful to avoid even the impression of misrepresentation. Now, let’s look at the presentation process and identify areas where possible problems may occur and discuss how to deal with them.