I will read a list of six areas of concerns and ask you to rate them — "1" as most important; "6" as least important. I will then ask you to tell me why you rated each of these concerns as you did.
Rating Area of Concern Reason
Retaining key employees
Business continuation at
death, disability or retirement
Personal retirement planning
Salary continuation
if sick or hurt
Using pre-tax dollars to
meet personal objectives
Employee fringe benefits

How interrelated are your business and personal goals? How frequently do you review your personal financial goals and programs?

Do you currently have any financial advisers other than a CPA or lawyer? What services do they provide? Do they address both personal and business issues?

What characteristics do you look for in your financial advisers? What kinds of services do you expect?

Is there anything you would like to add that might help in my decision to begin focusing on business insurance?

If you were in my shoes considering specializing in working with businessowners, who would be three people you know who would be willing to answer these same questions?

May I call on them?   Yes               No

Reference #1

Name:
Address:
Phone:

Reference #2

Name:
Address:
Phone:

Reference #3

Name:
Address:
Phone:

Finally, if I were to make business insurance my specialty, would you have any objections to my reviewing your program in detail? And if I did, in what areas could I be of most help?

Thank you for your time and willingness to help. Your information has given me more to think about. I look forward to seeing you again.

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