I have three people that I would like to introduce to Values-Based Financial Planning™ by sending your book. While I know these people, I do not know enough Meaningful, Important, Significant, & Compelling (MISC) information to write a compelling note on the book and to make a meaningful Follow-Up phone call. I want to make sure I know how the concepts can be valuable to them when I call.
I want to call these people and ask them the appropriate Meaningful, Important, Significant, & Compelling questions to be able to do just that. I would appreciate you giving me your suggested words for how the initial part of my phone conversation should go with them to lead into the Meaningful, Important, Significant, & Compelling conversation.
Tell the truth, succinctly and directly, in a way that’s all about them. What you should say is very close to how you just worded your question to me.
During the Phone Consultation™, I ask "Is that the kind of strategy you could get excited about? The client responds, "I don't really think this is relevant to me, it would be great for younger people who are working towards retirement and we are already retired." How would you address this response?
You could say: "The Financial Road Map® is relevant and valuable for anyone who has a future. Do you have a future? Are there things in your future that require money and planning to achieve or to maintain?"
When emailing prospects to confirm phone appointments, Financial Road Map meetings®, I’ve been including the following:
Phone meetings: Time, day, what number I’ll call them up, and reason for meeting, including their MISC info
Financial Road Map® Meeting confirmation: Time, day, reason to complete Financial Road Map® including their staircase info, directions to office, and documents to bring.
And same info again closer to the day of the meeting, if they scheduled far in advance or if they reschedule.
Is this an okay way to go about contacting referrals and confirming meetings?
This is excellent and a good business practice of the organized professional.
What do I do or say when I am in the middle or end of the Pre-Commitment to Hire™ conversation during the phone consultation or Financial Road Map Interview™ and the client interrupts and states additional values? Should I continue to write those down and then restart again?
Yes. You might even ask them where they would like to put them on the staircase.
I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?
The purpose of the self-referral process is to determine if it makes sense to make the offer of putting the Values-Based Financial Planning book and 20-minutes on their calendar to discuss the concepts in the book. If there is relevance for them, based on what you discovered when you asked questions, you will schedule the 20-minute Phone Consultation, send them or give them the book, and mail them newsletters.
Several times I've run into the situation where people to whom I've talked or sent the book have responded with a standard, "I'm too busy." My response is, "That's exactly why we need to talk on the phone (or whatever). So you can find out how to have balance in your life you won't have to say, ‘I'm too busy’.” How would you respond to, "I'm too busy?"
"Too busy" is the typical response that usually means, "I don't see the value because you didn't move me by articulating how talking to you connects with something that is highly important to me." Go back and check your conversation with the person who referred and every step in the process: 1. Did you get truly meaningful, important, significant, and / or compelling information about the person to whom you are being referred and introduced from your client? 2. Was the note on the book compelling? 3. How well put together were the talking points that you provided your client to prepare them for making an effective introduction? 4. How soon after your client meeting and referral conversation was this nicely "packaged" email forwarded to your client with these talking points? 5. What was the conversation like with your client when they called to tell you to send the book to their referrals? In other words, did you get something confirming that their referrals are expecting your...
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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