The in-home presentation is designed to walk you through the steps to win in the home. Follow the script when starting so you can duplicate what other successful agents are doing to write business. Keep it conversational and professional. Remember you are a field underwriter that has been invited into their home to take care of them. You have permission to ask difficult questions so you can determine their needs. Don’t worry about losing a sale because you were afraid to ask a difficult question.
At the end of meeting, you either protected the family or you didn’t. So, being nice and soft doesn’t always win the deal. That’s what salespeople do. Professionals care about getting the client protected which means you have to ask the right questions to determine the right need. By you going through this process you will develop professional respect and the client will look at you as a professional, like an attorney or CPA, and not as just another insurance salesperson.