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?

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!