When I conduct the Referral Conversation™, at what point do I discuss the results of previous referral telephone consultations? In this case, the referrals did not want to meet to have a complete Financial Road Map® done. I want to be honest with my Ideal Client, but don't want to make her feel badly because these referrals didn't gain as much value from the telephone process like she did.

Article ID: 180

Last updated: 20 Nov, 2019

In the beginning of every referral conversation in the Progress Meetings after you have had the first Referral Conversation™ and have updates about the people they referred.

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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.

I had a client who actually gave me 4 names but we ran out of time to write notes so I sent her home with the sticky notes to write on and mail back to me. She didn't follow through and at our Implementation Meeting she gave the sticky notes back to me and said she was too nervous and petrified to write the notes and tell her friends the book would be coming. I was caught completely off guard and stumbled through a response to her and left it at that. This lady was nearly in tears when I originally asked about the benefits of working together and when she initially thought of the 4 names. I know she appreciates the work we're doing but she says that she doesn't like to talk about this kind of stuff with others. She felt it is harder than bringing up religion.

I have been feeling and expressing more conviction in my Referral Conversations™ with those who have provided referrals in the past, and either less conviction or sometimes skipping the conversation altogether with those who have not. Other than "perfect the conversation, and do the conversation the same way, every time, similar to the analogy of great athletes perfecting their swings and repeating it the same way every time", do you have any other suggestions?

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.

I am now in the CAP program. Out of the 60 existing households I have 10 Ideal Clients. These clients have all been with me for 8+ years. For lack of a better word I've worn out my referral welcome with these folks. I'm in Rotary, Lions, Chamber of Commerce, and some other social networks. Of the many people in the Chamber I'm only familiar with a few, so I feel like I have to at least go talk with each person to get a self referral, find out a little about them and introduce myself since we have never met in person. I'm not having a lot of success with this in converting people to Ideal Clients. Most of my Ideal Clients are retired and not still working. I've finished all aspects of my Deliverables Team and trained a new internal staff since the last academy. To be bluntly honest I have time blocked time on my calendar for client acquisition, but just don't feel like I have a qualified (and I stress that word) list of candidates to call on for the process. Based on the 113 Ideal Clients I will need I'm going to have to call on almost 1,000 people to reach my goal of 113 Ideal Clients. I'm really struggling and would greatly appreciate your input on where I’m going to get all of these people? For our service to make sense they have to have a minimum of $500K, but really would be better for $1M+. I could call on people all day long with no money, lack there of, or a couple hundred thousand, but it would be a real waste of my time, yours, theirs, and my families time, because it won't create any REAL results even if they have a good experience.

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