When I attend self-referral functions and events and I am able to go deep and put the offer on the table, some of these people believe that they have everything in order and seem to be very organized and know exactly what they want to do with their life, or they say that their accountant does all that . I believe they would gain benefit from the concepts of Values-Based Financial Planning if they had a chance to understand what Values-Based Financial Planning was and may reconsider their own arrangements. Do you have any coaching that would help move these people to the next step in the process, that is accepting the book and a 20 minute conversation over the phone?
Use the same responses as you would when you make the Follow-Up Phone Call to a referral who says they already have an advisor or have everything in order.
How should I handle a Financial Road Map Interview™ with potential clients who are living together but not married and who don’t co-mingle their finances?
Consider these two people as two separate prospects. You will conduct two separate Financial Road Map Interviews and they will be two separate clients if they both choose to hire you.
I have a couple clients that I have known and worked with at Fisher Investments. They have been very close to hiring me prior to my involvement with BAI. The following is an email I plan on sending to one of them I was hoping you could review it and give me some feedback?
Don't send the letter / email. Besides the typos and grammatical mistakes, it does not clearly articulate your new value proposition. I'm not surprised about this because I don't believe it's possible to articulate the Values-Based Financial Planning® value proposition in a written communication which is why we have not done so or provided you with a template for such a written communication. It's also the reason we tell you to NOT attempt to do this on your website. It's an enormous waste of time, waste of money, causes brain damage, and does not produce prospects or clients. Instead, what we have created is a step-by-step process for both referrals from clients and to refer yourself to people you already know, like past clients or prospects. We call it the "self-referral" process. There is a flow-chart and script for the self-referral process at www.committedadvisor.com. The essence of the process, if you have enough meaningful, important, significant, and compelling information...
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