Which of the following is one of the four objectives when speaking with a prospect on the phone?

• A. Determine if the caller is already working with a salesperson
• B. Start to get a general sense of needs, wants, and financial abilities
• C. Determine if an agency relationship is already in place
• D. Ask for and book an appointment

Answer: (D)

The key thing being tested is how you move a phone prospect toward a concrete next step. On a first call, the most effective objective is to ask for and book an appointment. Securing a scheduled meeting creates a structured opportunity to explore the prospect’s needs in depth, discuss options, and demonstrate how you can help, all in a focused setting rather than in a brief, exploratory phone chat. It also signals professionalism and makes it easier to manage both parties’ time and expectations.

While other discovery steps—like confirming whether the caller is already working with another salesperson or getting a rough sense of needs and finances—are useful, they serve the broader purpose of preparing for the meeting rather than driving the relationship forward. Similarly, verifying whether an agency relationship is already in place is important for compliance, but it typically happens within or around that planned appointment. Therefore, inviting and locking in an appointment is the best match for a primary phone-call objective.