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Can I have my assistant call a referral and have them schedule the Follow-Up phone call and the Phone Consultation™ on my calendar, or should I always do both of these calls?

Article ID: 132
Last updated: 20 Nov, 2019

You should make these calls.

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b I had a client who referred three friends to me at an Implementation Meeting. After my client contacted her friends, one did not want to receive the Values-Based Financial Planning™ book. I am not sure here whether I should enquire at our next meeting to see why they did not want to receive the Values-Based Financial Planning™ book.
b 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.
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 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 You are conducting a Follow-Up Phone Call and the book recipient responds, “Before I agree to schedule the Phone Consultation™, I’d like to read the book first”. I normally tell the person at this point that the purpose of having the 15 minute Phone Consultation™ is to save them the time and trouble of having to read the entire book, that we will get the major concepts of the book out to them quickly so that they can more quickly be freed up to have more time for Meaningful, Important, Significant and Compelling Conversation. However, they almost always say that they want to read the book first. How would you handle this?
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