"Hello, is this Rico Perez? This is Connie Burch. I represent Ohio National Financial Services here in Anytown. Do you have a moment to speak on the phone?

"I don't believe we've met, but I've worked with other businessowners and practitioners whose businesses or practices are a lot like yours, and I've wanted to meet you. I hope you don't mind my calling to break the ice!

(Note: If you have any leverage with the prospect, you should mention it here.)

"The work I've done with other business and professional clients centers on tax-favored business disability income protection for businessowners and practitioners and their employees. May I ask how many you have on staff?"

(Wait for a reply, and then say...)