Here is another scenario... let's say you have been referred to a prospect who is scheduled to retire in about six months. You know the company she works for has a 401k plan. You don't know if she is working with another financial advisor.

In a case like this you may want to use a CAPS Transition statement that addresses a concern shared by many people who are a few short months away from retirement:

"The reason for my call is most people who are nearing retirement have a number of questions regarding their 401k plan. (slight pause)

"Tom Jones, your local representative can help you find the answers you need before making these time sensitive decisions. This means a meeting with Tom now will position you to make good financial decisions so you can make the most of the retirement funds you have worked so hard to save.

Would you prefer meeting with Tom before going into work some day next week or would you prefer meeting near the end of the workday?"