You are about to meet a high net-worth prospect, that has been referred to you by one of your satisfied client, with the objective of getting his financial planning business including investments, insurance, RRSP funds and mortgage. You know that the person already has his business with one of the big 6 banks. Your referral source has told that that this prospect is kind of arrogant and impatient and is known to turn down salespeople quickly, but also that he is not happy with his current adviser. Which of the following attention-getters would you choose?

Explain your reasoning behind your choice.

a) Mr Miller, I would like to show you how to get better return on your investments with lesser risk.

b) Mr Miller thank you for agreeing to meet with me and providing an opportunity to explain the concept of holistic (comprehensive) financial planning that my firm specializes in.

c) Mr Miller How would you like to double the rate of return in investments?