Believe it or not, when it comes to heading out to meet a new prospect, what you bring to an appointment can be a direct reflection on your professionalism, personality and responsibilityall of which will be critiqued by your prospect.

Not sure what tools are absolutely essential to get in the door with a new prospect? To help you put together your agent survival kit, well identify the four tools that expert agents use to get in the door with a new prospectand walk away with a sale.

Essential Tool #1: Computer and Agency Software

Essentially, by bringing a laptop computer equipped with your agencys software, you can bring your office with you, no matter where your appointment is. And, while you may be meeting the prospect at a restaurant or coffee shop, having the rating software at your fingertips will allow you to play with coverage and deductible options and show the prospect how their premium will be adjusted in these situations.

Bringing a computer to appointments also saves you the hassle of taking notes while youre talking to the prospect, allowing you to:

• Store the prospects contact and application information
• Save comments and observations about the prospect for later use
• Provide the prospect with an accurate quote upfront

Arriving to an appointment without these tools can result in an, Ill have to get back to you on that situation, which can negatively affect the chances that the prospect will buy a policy from youand give them an opportunity to shop with someone else whos prepared to meet their needs.

Essential Tool #2: Literature

By providing your prospect with literature on the type of coverage theyre looking for, you give them a visual reference of the benefits of your services.

You might want to provide your prospects with:

• Company brochures
• Fact sheets
• Comparison charts
• Testimonials from current clients

Before meeting with a future client, stick some literature into your bag or briefcasethe prospect will be encouraged by the materials and have something to reference during your discussion, helping them to see why they should do business with you.

Essential Tool #3: Policy application and information

If the prospect has yet to fill out an application for coverage, youll definitely want to have a copy on hand for them (if applicable). Furthermore, if your sales pitch goes well and the prospect decides to buy a policy from you, you should have any necessary paperwork on hand, ready for them to sign.

Another necessity that often goes overlooked by agents is the importance of black ink on application and policy forms. The reason for this is simple: black ink shows up better in photocopies. So stick a couple black pens in your bag on the way out the door, just for good measure!

Now, if you are able to begin the policy process on the spot, you should most certainly have a welcome package of sorts for your new client, full of useful information like contact numbers and addresses, as well as little known insurance facts and saving tips.

Essential Tool #4: Freebies

Most people love free stuff, which is exactly why you should have something on hand for new clients.

But scrap the magnets and inexpensive plastic pens; these days agents are giving away:

• Sticky notepads
• Stress balls
• Thermal mugs
• Golf tees
• Dual keychain/flashlights

Leaving your new client with promotional goods is a great way to show your appreciation and make your mark in their homegiving your clients easy access to your contact information.

The Crucial Tool: Preparedness

When it comes to putting together your insurance agent survival kit, its important to remember that its not about having the newest or the shiniest gadgets thatll impress your prospectits about your preparedness and the ability to serve your prospect on the spot. If you can do that, your chances of selling new insurance prospects will increase dramaticallyand so will your clientele!