Opener
Establish your connection with the client. The connection can help the client welcome the call.
Hi Paula. It was good to see you the other day at the charity auction for life excellence.
Thinking
Convey to the client that you’ve been thinking about them.
Paula, since we last spoke, I’ve broadened my practice to include life insurance planning, and it made me think of you.
Concern
Explain that your thoughts led to a concern you have about them and their financial situation.
My concern is, although we’ve done a great job with financial planning and putting you in position to obtain your financial goals, we haven’t discussed your life insurance plans.
Action
Ask to get the client’s opinion about a solution that could help them. Close with a call to action.
Paula, I’d like to get together with you and do a thorough policy review to make sure you are properly covered, and the plans you have are working as intended. What works better for you next week? Mornings or afternoons?