Having met a group of professionals only 1 time at a small group meeting - what would you suggest I do to try and get these individuals as Financial Road Map® Clients? What is the 1st step?

Article ID: 136

Last updated: 20 Nov, 2019

Follow the process outlined in Mastery Series™ 2. It’s a self referral. Ask the questions to understand why THEY might get value from Values-Based Financial Planning™; offer to give them a copy of the book. If they accept, schedule the phone consultation, and proceed just as we teach.

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Referral Process/ Misc.

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

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When I have a phone consultation with an individual or couple, and I ask, “What do you think the value would be for you to have a complete Financial Road Map®?” They often give an answer that sounds more like the benefit they would get from having a complete financial *plan* (not just a Roadmap). Should I say, “That sounds like a benefit you would get from having a complete plan? What would be the value to having just a Financial Road Map®?” Or should I just let it go?

At the last Academy (January 2012 Academy 2), you mentioned that when someone asked us ‘What do you do, aren’t you a Financial Advisor?’, we should say ‘No.’ What do you say if you are still transitioning out of a position as a Financial Advisor- a role you plan on exiting at some stage?

I have been making Self-Referral calls to people I know from the past. I have been using the opening, “Hi....I'm calling because I'm not sure if something special etc. Do you have a few minutes to talk with me?” I then continue by asking, “Have you ever thought about what your Ideal Life would look like?” A couple times now it has that they won't answer me because they feel inhibited to speak freely as colleagues might be able to hear their answers. As a result I don’t receive any Meaningful, Important, Significant and Compelling information from them. In these cases should I ask if I can call them at a time when they can speak freely?

Is there anything else you would suggest to be more effective in getting my existing clients in for a Financial Road Map Interview™?

While completing the Phone consultation, I asked the question, “Do you have the book handy?" Client - “YES." Advisor – “Perfect. Have you had a chance to read any of it?” Client - “YES." Advisor - “OK, do you have any questions?” Client – “No, the book is great. It’s too bad I did not meet you 3 years ago when I switched advisors.” What would you say to this?

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