Try this! Use "we" language to enhance the collaborative, problem-solving relationship, and create a sense of urgency about continuing the process.

Agent: "Would you agree that your most important financial objectives, at this time, are protecting your income, putting money aside for Bobby and Dana's educations, and easing your concerns about retirement?"

(Wait for a response.)

"Good. We'll need some background information before we can develop suitable recommendations. I'm excited. I think we can help, and really do some good here. How about you?"

(Wait for a response. Then, schedule the next meeting in your office within five business days, if at all possible.)

Set a Specific Time & Date for a Fact-Finding Meeting.

If your prospect is a businessowner, add, "Incidentally, if you decide to do business with me, will there be any others involved in the decision? If so, is there any reason why they should not attend our next meeting?"

Remember: you must win the prospect's confidence and trust, and get a "needs and wants Commitment" to the second meeting. This can be accomplished by establishing your credibility, building rapport, and getting prospects excited about what you can do for them.