Talking to Business Owner Approach.

Five Ways Approach

By: Burt Misel, CLU, ChFC

Atlas: Hello, my name is Atlas. Are you the owner?

Mrs. Gatekeeper: No, he is busy, what is this regarding?

Atlas: I'm Atlas and I don't have an appointment, I was just stopping by to introduce myself before my next appointment. {Hand Card}

Atlas: Can you do me a favor?

Mrs. Gatekeeper: Yes

Atlas: Would you go ask Mr. Big if he could spare 30 seconds so I can introduce myself? OR

Mr. Big: Yes

Atlas: Great, I help business owners maximize their profit, would you have any objection to us meeting so I can show you the kind of work I do?

Mr Big: Yes/No -->

Atlas: Great how about ___ at __AM? OR

Mr. Big: What do you do?

Atlas: Mr Big, you're in business today. One day, you will be out of business, one of five ways:
1)Death
2)Disability
3)Retirement
4)Voluntary Sale
5)Bankruptcy

What I do is make sure that no matter how you get out of business, you get out with maximum profit.
With that in mind, can we meet?

Mr. Big: Yes Offer two times and dates for the appointment.

Mr: Big: No Well that is fine Mr. Big, however things do always have a way of changing. With that in mind do you mind if I stay in touch with you?

Idea # 2

"Friend you are working today. One day you will not be working for one of the following five reasons:

1. Death
2. Disability
3. Retirement
4. Voluntary Resignation
5. Involuntary Termination

My job is to help you build a moat around your castle. Odds are what you think is your castle is really a thatch and straw hut, and the big bad wolf is coming down the lane. My job is to get you prepared for battle.What I do is make sure that no matter which way you stop working, you have done all you can to be prepared and to end up with the most money in your pocket."

"This is what we do for our clients. We provide an economic road map that provides some focus, direction and a whole lot of security.