I received a referral from a client who told me that she would get back to me with the referral’s address so I could mail the Values-Based Financial Planning™ Book to them. My client later told me the referral didn’t want to give out her address and I get the feeling it’s because she already has a current advisor that she is comfortable with and that they had a conversation about me already. How should I follow up with the referral?

Clearly, your client is not clear about how the process works and / or doesn’t work. You have to make that clear, and get agreement about each element, either in the next Referral Conversation™ during a Progress Meeting or in a separate 1-1 meeting. The tendency, at first, is to rush through the script without making sure the client really understands what’s happening and agreeing to every element. It’s okay, it’s all part of the learning curve for you and for them.

Review each part of the script / process with the client and get agreement to each and every part. When it comes to them making the call to their referrals their only purpose of that call is to say good things about you, good things about Values-Based Financial Planning™, and to inform them to expect the call. The rest is left to you, the referral, and fate.