Page | 1 10100 Innovation Drive, Suite 300 Milwaukee, WI 53226 | 414.454.6100 | www.zywave.com The Best Practices to Successful Prospecting !Page | 2 10100 Innovation Drive, Suite 300 Milwaukee, WI 53226 | 414.454.6100 | www.zywave.com Contents! THE FOUR BEST PRACTICES TO SUCCESSFUL PROSPECTING 3 HOW IS PROSPECTING THE SAME AS WINNING A MAJOR LEAGUE BASEBALL GAME? 4 COMPLIANCE ISSUES: BUNT WITH COMPLIANCE ISSUES TO GET ON 1ST BASE WITH PROSPECT IDENTIFICATION! 5 COMPENSATION TARGETS: ADVANCE TO 2ND BASE WITH COMPETITOR INTELLIGENCE AND QUALIFY PROSPECTS! 6 CENTERS OF INFLUENCE: ROUND 3RD BASE AND GET READY FOR PROSPECT OUTREACH! 7 BROKER/CARRIER STRATEGY: SCORE AT HOME PLATE WITH A QUALITY 1ST APPOINTMENT! 8 ARE YOU READY FOR THE BIG LEAGUES? 9Page |

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