"Is there any reason why we can't get together on Monday, in your office, at 8:00?"(If a morning scheduled meeting is not convenient, say...)
"Would late afternoon at my office, on your way home, be better?"
Here are a few examples.
Agent: "Could you clarify for me please, are you not interested in accumulating wealth, or reducing taxes?" Or..."I'm not sure if we should be talking either; but let me show you the process we use to help you see if we should be doing business together." Or...
"What would you like financial products and services to do for you?" Or...
"Are you comfortable with what you've done to protect your most valuable asset — your income?" Or...
"What specifically have you done to guarantee that your family will continue to enjoy their current lifestyle if you were no longer here?" Or...
"How do you feel about college education for your children?" Or...
"Are you happy with what you've been able to do so far?" Or...
"In your view, how should people prepare for retirement?" Or...
"Would you be interested in some ideas that could improve your wealth accumulation and lifestyle planning in these areas?" (Wait for an answer.)
Take the conversation as far as it goes. Each one will follow a different path; you'll know when to ask for the scheduled meeting again. If prospects say they're not interested in any of those issues, continue the discussion by asking...
"I'm curious. Why do you feel that way?"
If you're uncomfortable discussing a specific need or situation, offer to deliver information about the prospect's priority issue in person.
and find out where to park. E-mail or send a note confirming the date and time of the scheduled meeting.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.