Purpose of a Discovery Meeting: Qualify or Disqualify the prospect,

How do you get producers to embrace LinkedIn without making it feel like another task on their to-do list? You have got to start giving LinkedIn equal weight to all the other prospecting activities you're asking your producers to do. What's the biggest mistake producers make in discovery meetings? Simple. Move too fast, trying to go for the close way too soon. The only thing you should be doing in a discovery meeting right now is to qualify or disqualify the prospect. You, not them. You are disqualifying or qualifying that prospect. How do you know if a producer needs more activity or a completely different strategy? Well, I wholeheartedly believe it's typically more activity. I believe our one-of-one sales framework should be standard onboarding for every single agency hiring producers today. Why? Because it covers 3 things. Number one, what's your brand? You need to help a producer identify his or her brand so they can stand out in the market. When you give a producer a unique sales message customized to their brand and their buyer, they will go out with more confidence and more conviction and sell with that confidence and conviction.