May 22, 2008 4:56 am
I’m not even into production yet, but looking over all of my scripts and one-liner suggestions I’ve seen, FAs always address prospects as “Mr./Mrs Prospect” rather than using their first name.I come from a commercial lending background where I always used first names when talking to both long-term clients & initial prospects. It seemed to keep things down to earth for our conversations. For a rookie starting out, would you suggest keeping it rather formal and addressing prospects using their last name?
Do what makes you comfortable. Its that simple.I seldom used the formality, when I was new and cold calling. If I sensed that I was talking to an old(er) person, i did on occassion, but generally speaking I used first names. On the occassions when I didnt, I always, when I got the appointment, on the first meeting said early on, something like "Jack, ....may I call you Jack?" Whatever you decide to use, dont stress over it, it doesnt matter. There are plenty of other things you'll have to stress over when you go into production, without this.