"Chris, even though I'm not personally acquainted with the people these "x's" represent, I do know something about them. For instance, from the work that we do, we know that each of these people will take a close look at their financial situation, especially their life insurance, about once in every three to five years. Conversely, we know that one in every three or one in every five of these people will take that 'close look' this year. But we don't know who they will be.
"Something else we're reasonably sure of is that when these people do review their financial security and life insurance planning, they prefer to do it with someone they know and trust, and have confidence in.
"So here's where I'd appreciate your help. With your permission, I'd like to borrow the prestige of your name as an introduction to three people you feel either are or will be the most successful in their respective fields who (describe your preferred prospect profile). I'd like to become acquainted with them and show them the kind of work I do.*"
"That way, when the time comes for their turn in that one out of three or one out of five cycle, we will already know each other, and they might consider me worthy of the confidence it takes to help them with their life insurance planning, and do business.
"Chris, with that in mind, who are the three people you feel either are or will be the most successful in their respective fields?"
* If the person you are asking for names was referred to you, you should refer to that fact with the following comment at the point in the talk indicated by the asterisk: "As you remember, Chris, this is the way you and I became acquainted."