What to do:

• Build rapport, sell yourself, and build confidence.


• Identify the on-profile prospect's priority needs, wants, objectives or concerns.


• Set a time for the next meeting.

Try this: Contact your on-profile businessowner prospects for a 30-minute initial meeting. Unless the prospect is a friend or an acquaintance, the initial meeting is likely to be your first face-to-face meeting with the person. This is an important time of discovery for both of you. While you try to access the prospect's needs, wants and ability to take action, your prospect will be sizing you up as someone they want to work with in the sensitive areas. The Business Viewpoint from Cotton Systems, or the Business Financial Checkup — from Your Perspective (BFC) from Financial Profiles, Inc., will help you and your prospect meet your objectives. These discovery tools will help your prospects develop a picture of their financial needs, wants and goals, while giving you a clearer idea of ways you may help them. The Business Viewpoint or BFC will illustrate needs and wants, but do not attempt to sell anything — other than the need for a second meeting!

By using these tools, your prospects educate themselves about their business financial desires without you attempting to sell them a solution in the first meeting, plus you are more likely to raise the prospect's level of trust in you. This should make it easier to schedule a second meeting and help your prospective client understand the need for one or more of your financial products.