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’?

Article ID: 217

Last updated: 20 Nov, 2019

Yes, absolutely. If you need to do the entire referral conversation as it’s scripted for the Implementation Meeting again you should do that. The bottom line is that it’s your job to make an assessment to whatever is necessary for them to “get it.” Whatever that is, do it!

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Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Referral Conversation™ Misc.

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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.

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I have had the Referral Conversation™ at my last two Progress Meetings and the response has been positive both times…. “I will get a list of people to introduce Values Based Financial Planning™ to, for our next meeting”. What would you say to her when she has NOT provided the list of people to introduced Values Based Financial Planning™ to that she has mentioned she would bring now twice?

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