If I’m calling a friend/acquaintance that I haven’t spoken to in a while what are your thoughts regarding catching up a bit before asking them for an appointment for the Financial Road Map® Interview? I haven’t been doing so, but it feels a little awkward because even though we don’t call each other socially and we are both OK with that arrangement, we now are on the phone so why am I treating this person as if he only a business prospect and not a friend/acquaintance that I haven’t spoken to in months? Would you answer change if the individual is an old prospect for life insurance?

Before you call, think about how this person or couple would benefit from having their Financial Road Map® completed so that when you offer to do it you can personalize the benefits for them. A great way to start the call is by saying, “The purpose of my call today is to catch up with you and see if the work we’re doing now, which is different than what we have done in the past, might be relevant and valuable for you. Tell me something good that’s happening in your life.” Yes, you want to catch up, but you want to keep the conversation on a higher level so when / if you offer to complete their Financial Road Map® you can connect the offer to something that’s meaningful to them