I am now in the CAP program. Out of the 60 existing households I have 10 Ideal Clients. These clients have all been with me for 8+ years. For lack of a better word I've worn out my referral welcome with these folks. I'm in Rotary, Lions, Chamber of Commerce, and some other social networks. Of the many people in the Chamber I'm only familiar with a few, so I feel like I have to at least go talk with each person to get a self referral, find out a little about them and introduce myself since we have never met in person. I'm not having a lot of success with this in converting people to Ideal Clients. Most of my Ideal Clients are retired and not still working. I've finished all aspects of my Deliverables Team and trained a new internal staff since the last academy. To be bluntly honest I have time blocked time on my calendar for client acquisition, but just don't feel like I have a qualified (and I stress that word) list of candidates to call on for the process. Based on the 113 Ideal Clients I will need I'm going to have to call on almost 1,000 people to reach my goal of 113 Ideal Clients. I'm really struggling and would greatly appreciate your input on where I’m going to get all of these people? For our service to make sense they have to have a minimum of $500K, but really would be better for $1M+. I could call on people all day long with no money, lack there of, or a couple hundred thousand, but it would be a real waste of my time, yours, theirs, and my families time, because it won't create any REAL results even if they have a good experience.
First of all, relax, you're really just getting started. You have yet to attend your first Academy 2 and it's unlikely you have had Progress Meetings with your 10 Ideal Clients following the Referral Process that we teach. As you build your skill and confidence with our process your 10 Ideal Clients will participate in the Referral Process because they know people who can benefit from knowing about Values-Based Financial Planning™. Second, get even more clear about your Ideal Client Profile and your Predictable Minumum Annual Recurring Revenue (PMARR). If your PMARR is not at least $10,000, raise it. And then determine how many Ideal Clients you need. It's probably fewer than 113. There is no asset minimum. All they have to do is be willing to pay your PMARR $10k + for you to be their Trusted Advisor to.... (see the VBFP value proposition written below). Third, get busy having Referral Conversations, making Follow-Up Calls, doing Phone Consultations, and conducting Financial...
When I am trying to go DEEP in the Referral Conversation and the client is explaining their feeling of comfort, security etc, and I am asking how does this effect you day to day etc, sometimes the clients start asking questions that take me out of the Referral Conversation. What is the best way to get back into the conversation without being rude or ignoring their questions?
"I appreciate your question and I'll be happy to address it later. Tell me more about (fill in blank with one of their deep, emotional words)?
I had a client who referred three friends to me at an Implementation Meeting. After my client contacted her friends, one did not want to receive the Values-Based Financial Planning™ book. I am not sure here whether I should enquire at our next meeting to see why they did not want to receive the Values-Based Financial Planning™ book.
Yes, you should ask your client to recount what transpired during that conversation.
I’m really struggling with leaving compelling phone messages to schedule Phone Consultations with people who have received the Values-Based Financial Planning book & newsletters. It is a part of the Turn-Key Business Model that we need to script pretty much for ourselves, as the Meaningful, Important, Significant, and Compelling information is different for all. I’m struggling with effectively turning the Meaningful, Important, Significant, and Compelling information into a compelling call.
Normal 0 false false false EN-US X-NONE X-NONE Insert the Meaningful, Important, Significant, and Compelling information into the Follow-up Phone Call script (this is the "template"). Leave a message that is the same as what you would say if they answered the phone, except don't ask the machine questions and leave your phone number and name at writing pace. Twice.
What would you do in this situation? I sent Values-Based Financial Planning to a Cardiologist from a self-referral I conducted a few months back. He would make a great client both financially and with his Way of Being™. He is, however, very busy. After leaving several follow up messages, he told me he was too busy and asked me to stop calling. I said ‘OK’ and we're still on good terms. I'll see him again this weekend. I was considering showing him my Deliverables Team Organization chart and also showing (not giving) him the 143 Deliverables checkpoints in an attempt to re-engage him with a better understanding of what we do. I believe he's looking at me like I'm a salesman.
First of all, as soon as you pull out charts and graphs to show the features and benefits of what you do, you will confirm that you are a salesperson. Instead, focus on the personal why reasons why he would get benefit from having the phone consultation to discuss how the concepts in the book will help him . Secondly, consider that the true Ideal Client "way of being" is someone who accepts the books, schedules the phone consultation at the same time, shows up for the scheduled phone consultation appointment, loves it, schedules their Financial Road Map® interview, shows up at the Financial Road Map® interview at your office on-time with their spouse and all their financial documents, and joins your Ideal Client Community at the conclusion of the Financial Road Map® interview.
I completed a self-referral with my client, Laura, gave her the book, and scheduled a Phone Consultation with her on March 25th.
Here is the note I put on the book with the M.I.S.C I gathered from her.
“I appreciated you sharing with me some of your interests in travelling like your upcoming trip in August to Camino Spain. As well as, maintaining a balanced life and enjoying the outdoors going downhill skiing, snowshoeing and mountain biking.
I am looking forward to speaking with you on March 25th at 11:30 AM about how some of the concepts in the book can be of value to you in enhancing your quality of life.”
She called back to reschedule the Phone Consultation and sent the following email below suggesting to now do the phone consultation with her husband instead as he handles the investments and financial planning.
She is thinking she should not be involved as she does not handle the investments and financial planning.
What would you say to get her back on track as to the PURPOSE of the phone consultation and her involvement in it as well?
Email - Hi there,
Thank you for your email.
I took a quick look at the book and passed it over to my husband Rodger as he handles our investments and financial planning.
He wants to read it. He’s away on business this week and won’t be able to get to it.
I’ll let him know the time slots and see if you can set something up with him when he gets back.
Kind regards,
Laura
I would just go with the flow. Have the Phone Consultation with Rodger. If an offer is made to conduct their Financial Road Map®, you can convey to him why Laura should come along.
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