Five Steps to a Successful First Sales Appointment With an Underwriting Prospect

1. Be Clear About the Goals of the Appointment The goal of the first appointment with a new prospect is not necessarily to walk away with a signed contract. The goal is to obtain a clear and complete understanding of the prospect’s needs and the opportunities that exist for your station, as well as establish trust and credibility with the prospect. On the prospect’s side, they should feel that you have listened to their business…