People have read about us in the newspaper or found our website online and get in touch with us either via email or phone. How should we handle them?

Article ID: 134

Last updated: 20 Nov, 2019

Your life will be much simpler when you follow the same process every time: send the book, conduct the Phone Consultation™, and then, if appropriate, schedule the Financial Road Map Interview™.

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Should I be sending Values Based Financial Planning™ Newsletters to my Ideal Clients as well as referred prospects? How often? Monthly? Quarterly?

Bill, you talked about meeting with the Top Realtors in the area. I have been calling them and starting the conversation with the following: Hi_________, my name is John Smith. I am rather new to my area, and I am looking to expand my networking relationships with experts in the local region. As I was looking into the area of _________, your name keeps rising to the top. So I thought I would give you a call and see if you would like to have coffee and I could learn more about your business, tell you a little about mine, and see how we could help push each other forward to greater success. They have all taken it like I was trying to sell them something, even after I explain that I am not selling anything and just want to get to know them and how they have become so successful in their area of expertise. Please provide feedback on the script I have been using and help me wordsmith it so that I am starting the conversation or voicemail with the proper tone.

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?

I frequently find myself in group social and business settings (for instance, a group around a table), in which all of us in the shared space are introducing ourselves, invariably stating what we do and for whom. Since this is a group setting and not a one-on-one, there is no opportunity at that moment for the M.I.S.C conversation, just a, "sound bite," to strangers. Assume that there is no "host" with a pre-scripted introduction, just me, a group of people who generally do not know each other, and 30 - 120 seconds in the spotlight. Note: I've tried the, "I help people achieve their goals", but without the opportunity for the follow-up, "tell me the big goals in your life", it falls flat. So, what do I say? [I know this is NOT the BAI approach, but it is real life, many times social, sometimes business.

I have a large pool of prospective clients that deal with and trust my firms in a variety of areas but don't know me personally. I am currently calling these people to schedule Financial Road Map Interviews™ but wondered whether I should be using the Self-Referral process as per the slides on the site with the offer, MISC, Book and Phone Consultation prior to a Financial Road Map Interview™ or just go straight to a Financial Road Map Interview™? So far the response has been positive to the Financial Road Map Interview™ but I’m not sure they have enough background to understand what we will do prior to the meeting. What would you recommend?

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