In the initial meeting, your purpose is only to introduce yourself and your services. Its centerpiece sales and support tool, which you'll ask your prospect to complete, is the Business or Personal Viewpoint, if you are using the Cotton System, the Personal or Business Financial Checkup (PFC/BFC) booklet if you are using Financial Profiles, The Circle Talk would be demonstrated if you are using Circle of Wealth, or the PS & G Model if you are using the LEAP selling system. Your goal here is to determine whether a "product" or "priority" sale, or a "planning trail," is appropriate, plus set a time for a second meeting — one that can cover important issues identified by your prospect in their booklet or during discussions. If you discover this is not a prospect you want to work with (or vice versa), "roundfile" into the "garbage pail." These processes are designed to help your prospect realize the need to take action in one or more crucial financial areas, thus giving you a reason to book a second meeting.

Break the ice with a few moments of casual conversation, then get down to business. Try to find some common ground with the prospects.