Your on-profile natural market is made up of people you know or with whom you have solid third-party influence. You should have little trouble getting these prospects to meet with you. After all, you're asking for a few minutes of their time, not a lifetime commitment.
Try this! You can ask for scheduled meetings in your natural market anywhere, any time — in person or over the phone. Be as formal or informal as you need to be. For example:
If your on-profile prospect is a family member, friend or associate...Agent: "Jane, I've been meaning to show you some exciting ideas I've been working on to help other people in your position. It'll only take about 20 minutes — but it could be the best 20 minutes you spend all week! Okay if I stop by your office tomorrow morning after my first interview? Or how about Tuesday after tennis?"
If you have strong third-party influence...
Agent: "Dr. Herreck, I'm with Ohio National Financial Services in Anytown. Glen Landers and I have been good friends for five years. He spoke highly of you...
(Wait for a response. Converse casually with the prospect about your mutual acquaintance. Then say...)
"Glen suggested that if I mentioned his name, you'd give me a few minutes to show you some ideas my firm is working on to help other successful individuals, professionals, and businessowners accumulate wealth and reduce taxes. We could do it now, if you have time, or tomorrow afternoon. When is best for you?"
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
