You can use this pre-approach technique when you have time before or after scheduled meetings, or if you just want to get out and meet potential prospects!

Try this! When you enter each business, ask to speak with the owner. Tell the receptionist who you represent. Then, when you meet the businessowner, say something like this:

Agent: "I’m Elizabeth Haverty, with Ohio National Financial Services here in Anytown. I have several clients in the area and wanted to meet you. I hope this isn’t a bad time.

"I specialize in lifestyle and business planning for businessowners and professionals. Obviously, I have no idea if there’s any way I can be of service to you, but I’d like to suggest our getting together so I can show you the process we use to help clients accumulate (or distribute) wealth and reduce taxes. I’d also like to learn more about your operation.

"Is there any reason why 20 minutes Thursday morning wouldn't be good? Is Friday morning better for you?"

With this approach, you’re trying to make a good first impression and ask for a scheduled meeting with a businessowner you think fits your profile. If you don’t get to see the businessowner, ask for his or her card, and leave a message that you stopped by and will call again. This technique also works well when you’re doing joint calls, since two producers add weight to the visit.

True Story If you're stopping by at a bad time, most businessowners will say they can't see you. But one producer we know, who caught a businessowner on a bad day, was sharply reprimanded for barging in without a scheduled meeting. The agent left, but called the by-then-subdued businessowner the next day to apologize. He offered to buy lunch to make up for his gaffe. The offer was accepted, and the agent and prospect went on to do business together!