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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.

Article ID: 122
Last updated: 20 Nov, 2019

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.

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folder Referral Process/ Phone Appointment
private Referral Process/ Follow-Up Phone Call -> Using MISC information

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b 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
b 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.
b What language do you use to set up a Financial Road Map® with prospects?
b 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.
b I'm struggling with Meaningful, Important, Significant, & Compelling (MISC) conversations for Self-Referrals. I've had 3 or 4 follow up discussions cancel within the last week alone without a rescheduled date and I'm positive this is the reason why. Any suggestions?
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