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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 am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.
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?
b Occasionally after leaving a message, I receive an email back and/or a voice message back, which basically says, thank you for the book, I already have an advisor. I am assuming we should check with the client who referred them, about how they contacted their friend, (or if they even did), however, how should we respond to the email/voice message? Call back again?
b 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?
b Could I get an example of wording in regards to making a self referral call to an acquaintance in which he did not have enough M.I.S.C. information about them to introduce Vales-Based Financial Planning™ to them?
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