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Editor's Notes
- Begin the presentation by asking the prospective Special Representative to tell you about their business. Some questions you may want to ask are: How long have you been in business? What products do you sell? How many people work in your agency? What other companies do you represent? This opening dialogue should help you determine how AGLA fits in their business model and which products and services you should emphasize in your presentation. Example: If your prospective Special Representative is mainly involved in Worksite Marketing, you would emphasize AGLA's Worksite Marketing Products. By allowing the prospective Special Representative to talk about themselves and their business first, you are letting them know that you are interested in building a profitable business relationship. This is key to appointing Special Representatives who will regularly submit business. Remember: You only get one opportunity to make a good first impression. Make sure that the first impression is "Relationship".