Try one of these approaches to connect with Moms
When Referred
My name is _____________, with ABC Financial. I was referred to you by __________________.
If I’m reaching you at an inconvenient time, please tell me now.
(Transition Statement to quickly get to the purpose of your call)
______________ suggested I give you a call because I’ve been able to help other parents
with young children to organize their finances and manage the risks that life throws at them.
(slight pause)
(If the prospect begins to talk when you pause, Listen & Evaluate their attitude and then
respond using the appropriate CAPS™ Skill. If they remain silent you could continue the
Transition by saying)
We have a proven process that helps busy parents with young children to organize their finances
and manage the risks that could derail your financial security. You’ll benefit because we
can quickly show you ways to prudently manage your earnings so you can provide your family the life
you want for them both now and in the future.
(slight pause)
(If the prospect begins to talk, Listen & Evaluate their attitude and then respond using the
appropriate CAPS™ Skill) (If they remain silent use an a Probe to close for the appointment)
Would it be convenient for you and ______________ to come to my office so we can meet
and decide if we’d like to work together to help you reach your financial goals?
When Face-to-Face
Let's look at a slight change to this scenario. Instead of being referred, perhaps you met this mom at the health club or at church and you are having a conversation with her after your workout or services. Then your approach might resemble this one:
I really enjoy hearing about your children.
(Transition Statement to quickly get to the purpose)
As a financial advisor I have noticed many mothers are so busy taking care of the kids that they
often find it difficult to set aside time to organize their finances and manage the risks that life throws at them.
(slight pause)
(If the prospect begins to talk when you pause, Listen & Evaluate their attitude and then
respond using the appropriate CAPS™ Skill. If they remain silent you could continue the
Transition by saying)
We have a proven process that helps busy parents with young children to organize their finances
and manage the risks that could derail your financial security. You’ll benefit because we
can quickly show you ways to prudently manage your earnings so you can provide your family the life
you want for them both now and in the future.
(slight pause)
(If the prospect begins to talk, Listen & Evaluate their attitude and then respond using the
appropriate CAPS™ Skill) (If they remain silent use a Probe to close for the appointment)
Would it be convenient for you and ______________ to come to my office so we can meet
and decide if we’d like to work together to help you reach your financial goals?
For Moms with Aging Parents
My name is _____________, with ABC Financial. I was referred to you by __________________.
If I’m reaching you at an inconvenient time, please tell me now.
(Transition Statement to quickly get to the purpose of your call)
Many women with aging parents are concerned about who will care for them, especially when mom's health begins to fail.
(slight pause)
We have a process that is proven to help potential care givers avoid the physical, emotional and financial stress that comes with having to care for mom. You’ll benefit from a short meeting with us because we can show you alternatives other women in your position have used to avoid unnecessary stress and frustration that often comes with the need to care for aging parents.
(slight pause)
(If the prospect begins to talk, Listen & Evaluate their attitude and then respond using the
appropriate CAPS™ Skill) (If they remain silent use an a Probe to close for the appointment)
Would it be convenient for you and (spouse's name) to come to my office so we can meet to discuss your questions and options.
