The presentation is where we make our case to our client on how we are different.  We just spent time getting to know them and their needs. If we did the profiling part correctly then our presentation should be the mirror of our clients needs. 
Not only the quote but how we present our quote to the client is important. Making your quote reflect your clients needs means you heard what they said and are letting them know you care about what they said and are not only able to do something about it but are going to do something about it.
Just because you built a quote that meets your clients needs doesn't mean they are going to automatically see the reflection. The art of showing them is what being a salesperson is. 
More to come on the art of selling and presenting. Here are some key attributes of someone who does this well. 

• Prepare a Plan before the Call- make sure you have an outline of what you want to accomplish and make sure the quote is ready to go. Also make sure to have a script for your VM if they dont answer…. Don't give them the price.
• Present solutions from profiling- make sure to hit the pain points and the solution as they come up. “Remember Mrs. Johnson you told me…. and here I have that covers that.”
• Know our products- Sounding knowledgeable builds confidence with the client. Also saying you don't know and finding out the answer is better than making it up and getting caught…. Know your products. 
• Always offer multi line discounts- Make sure the client knows what they will be giving up if they choose to not let you quote additional lines of business. “Mrs. Johnson I can get the price down by $350 a year if I can bundle your home insurance as well” Or “Mrs. Johnson this is the best price I have now but ____ carrier was better if you also did the auto insurance with them. Can I quote both really quickly before we commit to this one?”
• Overcoming objections- Know the reasons why someone would not see value in your product or why they may want to wait. You may not have answered all fo their questions or given them enough options. Also knowing your product with confidence is one of the best ways to overcome objections.
• Utilize the rapport built- refer back to your conversation about common ground you had during data collection to build equity in the conversation. Put yourself in an advisory role because of your new relationship with the client. “ adding roadside assistance to your auto insurance ensures your daughter Haley can have someone tow her car back to campus if it breaks down while at Texas A&M.”
• Use and Have Tools- Make, Buy, Borrow quote sheets, value proposition and promotional items that carry on your message to the client when they are looking at it by themselves.
• Verify You Met the Need- Get verback confirmation that you have presented what they are looking for. “Are there any options that I presented that don't meet your needs?”
• Ask for the Sale- Sometimes we forget the simple action of “Can I go ahead and get this started for you today”

The art of presenting your passion for insurance which is not a very sexy product is what makes this job fun. On top of that if you do it correctly your customer gets a service they can't get anywhere else with the peace of mind to be able to sleep at night. 
Keep working on your presentation, templates and tools and let's get after it.