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?

Article ID: 218

Last updated: 20 Nov, 2019

I would ask a good open-ended question to get the conversation started.

Remember, at the heart of the issue of why people do not refer is usually one of two things.
1. They don’t think that what you do for them is all that impressive or they presume, wrongly, that every Financial Advisor does pretty much the same thing for their clients.
2. They don’t really believe that you will deliver all these gifts with no strings attached.

You have to ask good questions, be a really good listener, and genuinely want to know the truth.

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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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.

I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.

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