The Pre-Pitch Checklist: Plan Your Way to a Better Yes

[This article was generated by ChatGPT and has been edited by the Surer team for clarity, readability and context.]

You’ve got the lead. Now what? Before you jump into your next client meeting, take a step back. A little prep can mean the difference between a polite no and a confident yes. Let’s walk through how the pros plan their pitch for maximum impact and results.

1. Research, But Keep It Human
Check their LinkedIn, Facebook, or even a quick Google. Do they have kids? Just bought a house? Work in a high-risk industry? Use this to tailor your approach — not stalk them. According to Salesforce, 66% of customers expect companies to understand their unique needs and expectations. Make that effort.

2. Personalise Your Conversation Plan
Forget cookie-cutter scripts. Prepare talking points based on their life stage and potential risks. A newly married couple might appreciate hospitalisation plans. A retiree may prefer legacy planning. If you know their financial goals, map how your policies fit in.

3. Know Your Client Type
Are they cautious? Time-poor? Data-driven? Match your pitch. For example:

• Skeptics: Need evidence, case studies, comparisons.
• Planners: Appreciate structure, summary tables.
• Delegators: Want quick answers and low effort options.

4. Set the Right Tone
Start with, “This is just a conversation to understand what matters to you. I’ll only suggest things that make sense.” This relaxes the client and shows you’re not there to push product.

5. Bring a Visual Summary
A clean one-pager beats a 30-slide deck. Include: their situation, your recommendation, benefits, premium range. Bonus: it gives them something to show their spouse or boss. Include a short glossary of key terms if needed.

6. Prepare for Objections
Have a list of FAQs and objections ready with empathetic answers. Example: “Yes, premiums can go up, but we monitor this yearly and adjust accordingly.”

7. Create a Meeting Agenda
Share a short 3-point agenda upfront: “Today, we’ll do a quick review of your situation, walk through some options, and I’ll answer any questions.”

Bottom Line:
Preparation isn’t about having all the answers. It’s about showing up like a pro who genuinely understands and cares. That builds trust — and trust closes deals. A little planning turns a good meeting into a great one.