If a prospect is not ready to grant you a scheduled meeting when you call, get an "X-Date."

Prospect: "I'm sorry, but I'm just not interested!"

Agent: "Fine. I understand you're unable to meet with me just now. But may I contact you in the future? Do you have a more convenience time in mind? May I ask a few short questions?"

"In what month were you born?"

"Are you interested in investments that are tax-favored?"

"Are you considering transferring money out of a CD when it's time for renewal, or repositioning any investments?"

"Is there any reason why I can't call again in ________ with a specific idea to see if it will be of interest and if I can be of service to you?"

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