"We help business and professional clients in three planning areas:

• Salary Continuation Plans: You may have heard them called tax-deductible sick pay plans.
• Disability Buy-Sell Agreements: Most businessowners and professionals know about the death-only kind of agreement; but are you familiar with this new concept?

• Business Overhead Expense Insurance: Are you familiar with Business Overhead Expense Plans? It's a way we can cover your business expenses if you are disabled with tax deductible dollars."

  (Your objective is to find something the prospect wants to talk about. Try to start a conversation by asking probing questions, and take it as far as it will go. Then, ask for a brief meeting.)

  "From what you're telling me, it sounds as if we should sit down together for 15 to 20 minutes to see what we can do for you. I'm available next Wednesday afternoon at 1 and again on Friday morning at 11. Which is best for you?"