One-liners that could generate business for you

Everyone likes to use scripts. Agents and advisors are creative and independent thinkers, yet having a script keeps you from reinventing the wheel. We often think of scripts as bulky documents, like film scripts. One-liners are very tiny scripts. We will look at 10 examples.

But not yet. Here are a couple of observations about scripts:

• They are not spells from Harry Potter. Scripts are not magical. You say the words and the other person does exactly what you want. That’s not happening.
• The Miranda warning. Shakespearean plays are performed word for word, every time. For a financial professional, scripts seem more like the Miranda warning from police dramas. It sounds like: “You have the right to an attorney. If you cannot afford one, an attorney will be appointed for you.” But the script is a guideline. If you want to change it, go ahead. If you don’t have a better idea, we are providing a script for you.

Now let’s look at 10 one-liners. Spoiler alert! Some are longer than one line! But they are still short.

1. I think I can save you money. Do not ignore the liability side. Your firm is owned or affiliated with a bank. They lend money in addition to selling insurance and investment products. Always know the lowest rate your firm lends to someone with perfect credit.

Scenario: Someone asks, “How’s business?” You reply, “With everything going on and prices rising, I cannot believe we are still lending money at 6.31%.” Stop talking. They ask: “Is that on credit cards? A mortgage?”

One-liner: “I think I might be able to save you money. Let’s talk on Monday…”

2. You’re probably very happy. How many times have you heard. “I already have an advisor”?

Scenario: You meet someone at a party. They ask: “what do you do?” The second you get your answer out, they say, “I already have an advisor.”

One-liner: “You are probably very happy with your advisor. Here’s my card. Please give me a call if anything changes.” Move to another subject.

3. We both have the same problem. People your age, living in your neighborhood are in similar circumstances as you are.

Scenario: You see a friend pushing a stroller. You are doing the same.

One-liner: “Your son is age three. My daughter is age four. We were trying to figure out how to pay for college education. We found out about college savings plans and set one up. What are you doing about your son’s college education?”

4. I have some ideas I would like to share. If you do something for someone, it is difficult for them to turn down your request.

Scenario: You bring a business owner to your country club to play golf. You buy them lunch afterward.

One-liner: Over lunch, you say: “You know where I work and what I do. May I call next week and set up an appointment? I have some ideas I would like to share. I may be able to save you money.”

5. Do you know someone who …? This is the targeted referral. The more specific the request, the more likely they will come up with a name.

Scenario: A client had a question. You found the answer. They are happy and bought the product you recommended.

One-liner: “Who else do you know in this situation? (Recap details.) I would be interested in speaking with them.”

6. You really should speak to my spouse. Can your partner spot a business opportunity and send them in your direction?

Scenario: You both are attending a community event. You head off in different directions. They meet someone. “What do you do?” leads into an investment discussion when they learn about the relationship. They reveal a problem.

One-liner: “You should really talk with [your name]. He has helped other people with that problem. He might be able to help you too.”

7. I’ll send you something. It’s no bother. You share the same hobby or interest with a friend. There is a public company in that field somewhere.

Scenario: You are both in a cookery store. They are really interested in everything in the store.

One-liner: “You know [store name] is a public company. You would be amazed at what they are doing. We recently put out a report on them. I’ll get you a copy. It’s no bother.  I get this stuff all the time.”

8. If they ask you for something, you make a request in return. Since you are assumed to be a successful financial professional, you often get approached for charitable contributions.

Scenario: A friend asked for a contribution to the local hospital’s capital campaign. They sit on the board. Mail your check to your friend’s home instead.

One-liner: “I’m calling to confirm you got the check. By the way, I often talk to medical groups about benefit plans. If you and the administration at the hospital would like to hear my story, I would be glad to meet.”

9. I have always wondered how you address this problem. You don’t always need to wait until you are told about a problem. Sometimes you can make an educated guess.

Scenario: A family member has been in middle management at a public company for years. You assume they have a concentrated position in the company’s stock.

One-liner: “You must own a lot of your company stock. How do you protect yourself when you hold a concentrate position?”

10. I would like to win some of your business. Years ago, your friend told you they use managed money at a competitor.

Scenario: They should get periodic reviews. You talk with them beforehand. Acknowledge you know they work with a competitor.

One-liner: “When do you review the performance of the managers you use at [firm]? I would like to win some of your business. May I see you a week beforehand?”

You can see different circumstances in which you can easily have these conversations.

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