"Chris, I hope you won't feel that in introducing me to these folks that I would ever say anything to them that would imply you suggested they needed life insurance. I fully realize you'd have no way of knowing this. So, in introducing myself, I would merely say, 'Has Chris Jones mentioned my name to you?' Assuming he says, 'No,' I'd continue with, 'Well, let me get Chris off the hook, because in no way did he say you were in the market for any of the products or services we offer. But, he did say that you were one of the most success-oriented people he knows. With that in mind, I'd like to meet you, shake your hand, show you the process we use to help people accumulate and distribute wealth and reduce taxes, and see if it has any merit in your case, either now or later on.'

Chris, with that in mind, who are three people you feel either are or will be the most successful in their respective fields who meet my professional profile?"

Remember, the "One in Five" is a recommended referral lead talk. There may be others like the Cotton System "Business Development Plan" that are also effective. Make sure, however, that the referred lead process you use has been approved by your firm. Then memorize it, make it a "part of you" and use it every day.