Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.

PERPETUATION PLANNING: PLANTING PEOPLE by Al Diamond Make human assets the most important resources in perpetuating your agency. A Chinese prove...