Can you go through what a compelling Referral Conversation™ sounds like?

Article ID: 18

Last updated: 20 Nov, 2019

It’s very much a function of your genuine belief that it’s in their best interest to refer their friends to you. Follow the scripts as they are written. Just like everything we teach you to do, you record your conversation and listen to those recordings so you can hear for yourself in the real world. Other than that, you will get lots of practice at any Academy 2 and have the opportunity to connect with other advisors who are ahead of you on this same learning curve.

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What language do you use to set up a Financial Road Map® with prospects?

What is the email template to send to the client after a Referral Conversation that the client can use as talking points when calling the person they referred to prepare them for my Follow-Up Phone Call?

If you had to pick two ways to get new clients what would they be and why?

I had a Referral Conversation yesterday with a client couple. The benefits to clients were taking the worry out of their life and taking the pressure off of them. I was a little lost on how to dig deeper on this. I did use the phrase ‘How does this impact you day to day?’ I did not, however, receive an emotional response. How would you go about digging deeper with this type of response? This is an area I believe might be holding me back from clients introducing me to people they know although I set the expectation that in the next meeting I will expect them to have names of people to introduce me to.

For some clients the Referral Conversation™ at the end of the Implementation Meeting has been a long time ago and/or not executed well at that time. The result is that they have not heard or do not remember why providing referrals are a great win-win-win opportunity. Since the following referral conversations builds on the first one, is it OK to repeat (once) part of this initial conversation after a Progress Meeting to help the client ‘get it’?

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