When I am calling prospects (not clients) that are already in my company's database, is it better to use the Self-Referral Process or the Financial Road Map® scheduling script?

Article ID: 108

Last updated: 20 Nov, 2019

The better you know the prospective clients, the more likely you would be to use the Financial Road Map® scheduling script. It is more appropriate to use the Self-Referral process if you do not know the prospective clients that well.

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Before Financial Road Map™ -> Scheduling Financial Road Map™ Interview (Existing Clients)

Before Financial Road Map™ -> Initial Contact with Prospective Clients

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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?

When prospecting to friends, frequently a friend will say that they don't want to work with me because I am a friend, that they would rather work with someone who isn't a friend. I have tried to get past this by suggesting that an adviser is all about trust, and it is easier to develop trust with a friend. However, this doesn't seem to work. The concern seems to be not wanting to disclose personal finances to a friend.

I am new to the Ideal Life Evaluation Program. A large percentage of the clients who fit my Ideal Client Profile are out of state. What should I do?

I am a new advisor starting from scratch as an independent advisor with Lincoln. I have lived in my home town of Pinehurst, North Carolina for 41 years. I can easily ask 150-250 families to help me practice my Financial Roadmap Interview™. But they won't have their financial documents with them. As you say, it's like going to the dentist without your teeth. Is this approach still okay?

I am not sure if I should explain what the Financial Road Map® is about or if this is too much detail. Sometimes when we email the client a list of the documents needed for the meeting they seem surprised. What should I tell them when asked what is this all about?

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