My initial meeting with a prospect is typically one where I ask about their business. I allow them to wax poetic about what makes their business awesome, and unique to its competitors. I'll ask questions germane to their insurance needs, of course, but mostly I seek to understand the business. It's important that I have a handle on the business operations, as well as the history of the business, so I can speak intelligently with my underwriters about said business. 

In my next meeting I attempt to "sell" myself, and the agency, along with the product I am offering. I will discuss my personal insurance bonafides, as well as the agency's. I will lay out the contours of the insurance product I am offering; discussing the coverages, exclusions, and premiums. 

I will ask that they reach out any time over the next week or so, with questions. I want them to feel very comfortable with the decision they've made to entrust me, and the Tabb Insurance Agency with protecting their business.