Agent: "I develop my business about the same way as other businessowners and professionals — mostly with referrals from satisfied clients. But I also ask other people such as yourself who know me, have confidence in my abilities and are willing and able to help.

"Basically, the type of businessowners and professionals I'm trying to develop as clients are people you'd want to do business with yourself. They should own and operate successful businesses or professional practices, and be people I can approach about their business planning and financial security concerns, while showing them strategies for increasing wealth and reducing taxes.

"Would you be willing to get together for lunch every month or six weeks or so? I'll be happy to share some ideas with you, and maybe this will bring some people to mind who may be interested in my services."

(Wait for a response, then say...)

"Who can you think of for starters in the (target) market?

Always let people who help you know the results of your combined efforts. More than just common courtesy, this practice can lead to additional introductions.