"Is this about life insurance?"

Agent: "We provide a wide range of financial products and services, including life insurance. Frankly, I have no way of knowing what we should be talking about. Basically, though, only three things can disrupt our personal lifestyle or financial security — death, disability, or an under-funded retirement. May I ask which of these risks bothers you most?"

Wait for an answer. Discuss your prospect's hot button or answer the next objection, which may include one or more of those listed below.

"My budget can't take any more payments just now."

Agent: "I can understand that. There may be a way to at least temporarily reduce your current payments. Could you tell me more about your current plan and your situation?"

(Look for hot button issues. Take the conversation as far as it will go, then ask for the scheduled meeting again.)

"Would (day and time) or (day and time) be better for you?"

"I'm not in the market." / "I have enough insurance." / "I don't have time."

Agent: "I understand. I'm usually not fortunate enough to call on people right at the time they're thinking about purchasing additional financial products or services, but do you think there may be changes in your business or personal situation in the future?

(Wait for an answer. Ask what types of changes are expected, then say...)

"What I'd like to do is show you the process we use to help people accumulate wealth and reduce taxes. Even if you are not in the market today, it's been my experience that you'll feel more comfortable calling me in the future if we've had a chance to meet now.

"Is there any reason why (day and time) or (day and time) wouldn't fit your schedule?"

"I already have an Agent." / "I've already done this type of planning."

Agent: "That's fine. Most people aren't so farsighted. May I ask who you work with now?"

(Wait for an answer. Discuss in a positive manner, then say...)

"I'd still enjoy meeting with you; many people profit from seeing our process of how we help people accumulate wealth and reduce taxes. I might learn something, too! Is there any reason why (day and time) or (day and time) wouldn't fit your schedule?"