Target Market Prospect Call:

"I have no reason to believe you're interested in financial products and services at this time, but that's not why I'm calling today. The reason for my call is that I've done some work with (name the specialty group) in our area, so I thought I'd take the liberty of introducing myself and seeing if I can stop by sometime in the next few days to (state your benefit statement, such as) show you how I help people accumulate wealth and reduce taxes."

Wave-Mail Follow-Up Call:

"I'm calling, as promised, to follow up on the information on __________ that I've sent you over the past several weeks. Do one or two of these planning strategies fit your situation better than the others?"

(Wait for a response. If the prospect has none, ask probing, open-ended questions to discover a hot button issue.)

Call to an On-Profile Client/Policyholder:

"I've been meaning to stop by to show you an exciting concept I've been working on with my other clients. It takes about 10 minutes to go over — but, it could be the best 10 minutes you'll spend all week!"

Term Conversion Call:

Here's a way to set up term conversions with your term policyholders, and the approach is easy to adapt to other term situations:

"As you'll recall, when you purchased your term life insurance, we discussed an important policy feature. That is, the option to convert the term protection to permanent life insurance, without evidence of insurability. Do you remember that conversation?"

(Wait for a response, discuss as appropriate, then say...)

"Now may be the time to exercise that option! My company offers permanent life insurance, which I believe is an excellent alternative for you. Would you be interested if I could show you an illustration that, not only provides guaranteed permanent protection and other significant benefits over term, but can actually save you money in the long run?"