Keep using that approach.  You don’t need permission to call them because it is a business.  Make note of their name and look up their number.  Be aware that they won’t be so friendly when you DO call them.  Good luck.

Ask yourself this:  If you were a business owner where you had 100% control over profits and losses, taxes, management, and expenses, why would you bother with “high quality investment advice” that some investment rep was pitching?

deekay- I understand that part. What I need help with is the best way to approach these hard working, driven, A-type people and have a reason for a follow up visit or follow up call.

Redsox08- Keep doing exactly what your doing, up to the point where you ask them if you can call them with “investment ideas.”  Dont ask them if you can call them because all that does is give them an out. Take their card and call them regardless. Mention your previous visit and give them a tax free idea. No business owner likes taxes and eventually enough will warm up to you.

Sox, I think you need to realize that the people you are describing have others like you calling and coming in all day.  They simply aren’t likely to jump up and down at the prospect of you coming in, taking up more of their time, and trying to sell them something.  Your reason to come back will be to bring them something of value.  I could be an investment idea but it is more likely an article or something pertaining to their business or market.  You need to move the relationship along the continuum of trust.

They need buy-sell agreements, disability insurance, group benefits above a QP, key person insurance and the like.  Simply put, “What happens to your business if you get hit by a truck and don’t make it home?  What happens if you get hit by that truck and you can’t work for the next year?”

Jones can sell most of what Dee mentioned but not the group stuff.  You're not allowed to split cases if you play by the rules (at Jones).  Choose an insurance wholesaler that is smart and presentable.  They can help you understand and sell those products.

Thanks Everyone! I am getting something from each response that makes sense and that I can use in the future. Keep the suggestions coming my way!!!

[quote=imabroker]

Jones can sell most of what Dee mentioned but not the group stuff.  You're not allowed to split cases if you play by the rules (at Jones).  Choose an insurance wholesaler that is smart and presentable.  They can help you understand and sell those products.

The guy isnt even selling yet, he doesnt have to be concerned with group insurance and all that crap.

Redsox08- All you are trying to do at this point is offer them something of value that is simple and makes sense for them. Tax Free bonds/bond funds will get you a seat at their table and the relationship can grow from there. Keep it simple and you will be fine.

Offer their employees a review of their 401k as an “employee benefit”.

…he is kind of cheesey, but read Gittomer’s stuff about bringing value first to a prospect, with no expectations of any return.  Bring value first, establish rapport, and the business will come…even if it doesnt, you are building a network.  I have my sales reps (we are in the commercial/industrial construction business) compile leads for contractors, we get our clients and prospects onto invite to bid lists, we take prospects to pre-bid meetings and lunch, we network our sub-contractor clients with General Contractors and suppliers…we try to position ourselves into every relationship concerning construction…and then the business comes…this doesnt happen overnight, it takes time…remember, its not whose number is in your phone that matters, its whose phone your number is in…bring value to a business owner, make his/her life a little easier, and you will get thier business…rememeber, they need someone to work as hard at protecting and growing thier assets as they have at earning them…let them focus on growing thier business, while you focus on securing thier future…just an idea…