1. Identify yourself, your firm, and Ohio National, and ask if the person has time to speak with you.

"Hello, is this Jo Marx? I'm Parker James, with Ohio National Financial Services here in Anytown. Do you have a moment to speak on the phone?"

If the prospect can't speak with you now, say:

"I'm sorry, I won't keep you. I can call back in 20 minutes or tomorrow morning, if that would be better. Which would you prefer?"

2. Explain the purpose or reason for your call. For example:

Referral Call: "Has Fran Frank mentioned my name to you?" OR "Fran Frank suggested that I call. She and Carl are clients of mine, and we've been working on some lifestyle planning ideas she thought you'd be interested in seeing. The reason I'm calling is to schedule a brief, 20 minute meeting."

Pre-Approach Letter/"Prestige Introduction" Follow-Up Call: "The reason for my call is to follow up on the letter/"Prestige Introduction" I sent a few days ago, and schedule a brief, 20 minute meeting."

Direct Mail Follow-Up Call: "A few days ago, I mailed you a letter offering free information on __________. The reason I'm calling is to schedule a brief, 20 minute meeting."

Call to Personal Observation Prospect: "We know many of the same people, and I've intended to call you. I'm sorry it's taken me so long! The reason I'm calling is to schedule a brief, 20 minute meeting."

Call to businessowner: "Since a number of my clients own small businesses like yours, I'm calling to introduce myself, and see if we can schedule a brief, 20 minute meeting."

3. State your benefit statement. For example:

"I'd like to show you how I help people accumulate wealth and reduce taxes." Or...

"I'd like to show you how I help people with lifestyle planning and wealth accumulation." Or...

"I'd like to show you how I help people accumulate wealth and plan for college education funding for their children/grandchildren." Or...

"I'd like to show you how I help businessowners accumulate retirement wealth and enhance succession planning." Or...

"I'd like to show you how I help businessowners with selective, tax-favored benefits and wealth accumulation."

(Optional. Don't rush! Build on your third-party influence and establish rapport by following up the response in a friendly, conversational manner, then say...)

"As you may know, Ohio National (and/or your firm name) has provided insurance and financial products to individuals, families, and businessowners in our area for many years. If it's all right with you, I'd like the opportunity to show you our services to see if we should be doing business together, either now or later on."