Prospecting & Appointment Setting

Decision Maker Presentation

Daily Agenda

Use the Daily Agenda to keep track of your prospecting activities throughout the week.

Working Conditions:

      Group Meeting

      Mandatory 1 on 1 Meetings

      Internet Access 

      Private Room for Counselor 

​      Census Information

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Build a Bridge of Understanding

Understanding and appreciating voluntary benefits often takes a series of conversations — in person, over the phone and online.

Referrals from existing customers can be a great way to grow your block of business.  
Did you know that 83% of satisfied customers are willing to refer their friends, but only 29% actually do so? 

Provided here are several approaches to asking for referrals that have proven effective. Read and learn them, tweak them and make them your own. There are plenty of different approaches, but remember, you will miss 100% of shots you don’t take!

Idea from Associate Territory Manager  Charles Hernandez - "Ask your benefit counselors to identify referral opportunities from the spouses when enrolling! When asking for beneficiaries, simply ask who their employer is and do they offer voluntary benefits to their employees? Think of how many potential referrals you could capture?"

What to bring to a DM Presentation:​                          (Also see the Tools Page)                 

*NEW appointment setting Script!  Click Here 

Referrals & Referral Partners

               Territory Manager, Mark Sward                                   These two unique presentation styles:

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         Colonial Life uses many different avenues for prospecting, such as:​

         Call Clinics      "Drops" B2B ​      Networking       Referrals       Brokers ​​

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Brochure Toolkit

a Message from the Head of Sales Bill Deehan

Working Conditions & Group Presentation 

​​​​Activity Tracker 

​Use the Activity Tracker to report your activities for the week and appointments for next week.