Inviting Prospects to Meet
Key Takeaways
Explain the purpose and potential value of an invitation accurately
Identify yourself and your firm; a referral does not override contact restrictions
Respect a declined invitation and any request to stop contact
Getting the Meeting
"You can be the best advisor in the world, but it doesn't matter if you can't get anyone in the door."
These exercises are for communication practice. Passing the SIE alone does not authorize securities business; use the registrations, licenses, supervision and firm permissions required for your actual role.
Before discovery, objection handling or closing, a prospect may choose to accept a meeting. Practice explaining the purpose clearly and accepting the prospect's decision.
The Invitation Framework
A good invitation has these elements:
| Element | Purpose | Example |
|---|---|---|
| Connection | Why you specifically | "Your brother mentioned..." |
| Relevance | Why now, for them | "Since you just got promoted..." |
| Value | What they get | "A clear picture of where you stand" |
| Low commitment | Make it easy | "Just a 20-minute conversation" |
| Next step | Make it concrete | "Could we grab coffee next week?" |
Warm vs. Cold
| Warm Invitation | Cold Invitation |
|---|---|
| Through mutual connection | No prior relationship |
| Context already established | Need to establish relevance |
| An introduction may provide context | Relevance must be established |
| Less explanation needed | Must prove value upfront |
Use introductions thoughtfully. A mutual connection can provide context, but results vary. Check firm-approved channels, applicable calling restrictions and do-not-call lists before outreach. A referral is not the recipient's consent to be called. For outbound securities solicitation calls, identify yourself, your firm and the purpose of the call; observe FINRA Rule 3230 and other applicable requirements.
Sample Invitation Scripts
Through a Referral: "Hi [Name], I'm [Your name] with [Firm]. I'm calling about our [accurate service description]. [Mutual friend] suggested an introduction. Is this a convenient time? They mentioned you recently [life event/situation] and thought a conversation about [specific topic] might be helpful. Would you be open to a quick coffee sometime next week?"
Professional Connection: "We met at [event] last month and talked about [topic]. I've been thinking about what you said about [their concern]. I'd love to continue that conversation and share some ideas. Do you have 20 minutes sometime this week?"
Life Event Trigger: "Congratulations on [promotion/new baby/retirement]! That's a big transition. A lot of people in your situation find it helpful to get a financial check-up during times of change. Would you be interested in a no-pressure conversation about what to think about?"
What NOT to Say
| Avoid | Why It Fails |
|---|---|
| "I'd like to tell you about my services" | It's about you, not them |
| "Can I have an hour of your time?" | Too big an ask |
| An inaccurate title or unclear firm identity | Misrepresents your role |
| "I can help you make more money" | Sounds like a scam |
| "No obligation" when charges or commitments apply | Misleads the prospect |
The Value-First Approach
Identify yourself and your firm clearly, then describe potential value without promising an outcome:
Incomplete: "I'd like to talk about your retirement" without identifying your firm or explaining the purpose.
Good, after an accurate introduction: "I help people who are 10 years from retirement figure out if they're actually on track. Given where you are in your career, would that kind of conversation be valuable?"
Handling "Not Interested"
When someone declines:
| Response | Your Move |
|---|---|
| "I already have an advisor" | "That's great! I'm not trying to replace anyone. Just curious—what do you like about working with them?" |
| "I'm not interested" | "Understood. Thank you for letting me know." |
| "Now's not a good time" | "Understood. Would you prefer a later contact, or should I leave it here?" |
| "I handle my own finances" | "That's impressive. How's that going for you?" |
A refusal does not require further probing. Record contact preferences and follow the firm's opt-out process.
Sources: FINRA SIE overview, FINRA Rule 3230.
The Referral Introduction
Someone your client just referred to you
Setup
A client offered to introduce you to a coworker. Before calling, you have checked the applicable contact restrictions through your firm and confirmed the permitted outreach channel. Practice an accurate introduction and invitation.
Client says:
“*On phone* Hello? ... Oh, right, yeah, Susan said you might call. She seems to really like working with you. I'm not really sure what this is about though. I'm pretty busy, so...”
Practice Objectives
- 1Identify yourself, your firm and the purpose of contact, then explain the Susan connection
- 2Show you know something relevant about their situation
- 3Communicate value, not services
- 4Ask for a short, low-commitment meeting
- 5Respect their time and stop if they decline further contact
The Networking Event
Someone you just met at a professional event
Setup
You're at a chamber of commerce event. You've had a good 10-minute conversation with someone who seems like a great potential client. The event is ending soon.
Client says:
“Well, it was really nice talking with you. This was a great event. I should probably make the rounds a bit more before it ends. Here's my card—feel free to reach out sometime!”
Practice Objectives
- 1Don't just take the card and hope for the best
- 2Transition to scheduling something concrete
- 3Reference something specific from your conversation
- 4Make a specific ask (coffee, lunch, call)
- 5Lock in a time or at least a specific follow-up plan
The Life Event Outreach
An acquaintance who just had a major life change
Setup
You saw on LinkedIn that a former colleague just announced they're retiring early at 55. You haven't talked in a couple years but think you could genuinely help them.
Client says:
“*This is a scenario where YOU are initiating. The AI will play the prospect responding to your outreach message.*”
Practice Objectives
- 1Craft an outreach message that feels personal, not salesy
- 2Reference the life event naturally
- 3Offer value specific to their situation
- 4Keep it brief and low-pressure
- 5Include a clear but soft call to action
After accurately identifying yourself and your firm, how should you frame a meeting invitation?
Explain your credentials and services
Lead with the value they'll receive from the conversation
Mention that you won't try to sell them anything
Offer a free analysis of their portfolio