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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I am in self referral land, and I've had a few occasions when I've been treated like a salesperson (I've already got an investment guy, you're a money guy, etc.). What is your compelling response to that?

When I am trying to go DEEP in the Referral Conversation and the client is explaining their feeling of comfort, security etc, and I am asking how does this effect you day to day etc, sometimes the clients start asking questions that take me out of the Referral Conversation. What is the best way to get back into the conversation without being rude or ignoring their questions?

I had a situation where I initially completed a Self-Referral Conversation and then conducted a Phone Consultation™ with an older prospect. He liked the process and said that his two children would like the Financial Road Map® as well. The older prospect then said that he would give his children a copy of the Values-Based Financial Planning book to read. I was thinking on offering a book to each of the client’s kids and conducting Phone Consultations™ but not having the parent alter the process by providing their book to their kids. How would you respond?

I have read all the FAQ's on the Centers of Influence. I did, however, have an additional question. When do we use the Business Plan? It seems like a valuable tool in this situation. Do we try to schedule a Financial Road Map® or a Phone Consultation™ first, and then resort to the Business Plan? We may have outworn our welcome by this time.

Can I get guidance on what my Ideal Clients should write on the Values-Based Financial Planning™ Book that I will be sending to their referrals? I would like to have this note be more personal.

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