In this example, let’s say you are calling a referral from an existing client. You know the client recently moved to the area and they work for the same company as the referral source. The Financial representative also discovered the prospect is divorced and her youngest child graduated from college last year.

You can use this information to form meaningful transition statement. 

You might say, “May I speak to Cindy please?” Hi Cindy this is Grant Larson from Thrivent Financial, our mutual friend Lisa Johnson suggested I contact you. (slight pause) If I’m reaching you at an inconvenient time, please tell me. (Listen)

Caller: The reason I ‘m calling is very often when a person starts a new job they are concerned about making sure their personal savings and retirement plans are aligned so your have adequate retirement income. Since you are new to the area Lisa wanted you to know this is a service where I specialize (slight pause

She thought it would make sense if you and I got together for a cup of coffee. Seems like a good idea to me too because we could get to know one another and then you would have someone you know in this area to call on whenever you have questions about retirement strategies to meet your retirement income goals.  

Prospect: I guess that sounds like a good idea.

Caller: I agree and I looking forward to meeting with you. Would you prefer we meet a Starbucks or could I interest you in meeting at my office?

Prospect: Why don’t we make it Starbucks near my office and meet before work.

Caller: Sounds good let’s plan next Wednesday at 7:30 am if that works for you.

Prospect: Sounds good.

Caller: One more quick question for you. Did you have anything in particular you wanted to make sure we discuss when we get together?

Prospect: No Not right now.

Caller: Okay I’ll see you next Wednesday at 7:30 at the Starbucks near your work.  Thank you for your time.