Had a Referral Conversation™ and the client provided great feedback on the process, the positive impact of having their Financial Road Map® etc. I addressed the question … “They already have an advisor”, I clarified this is not a solicitation, it is a gift and I explained the introduction process in detail. As I start to finish I asked if they have any questions about the process, they responded “No, it is clear." Again when I asked the question who’s first, they responded, “We don’t have a list of people to give you at the moment. We will keep it in mind; we don’t have a large circle of acquaintances.” What would you say?

Article ID: 219

Last updated: 20 Nov, 2019

We have to start somewhere, there has to be at least one person you can think of off the top of your head to introduce Values Based Financial Planning™ to. If we only send one book to one friend today who will it be?

If they still are not participating, I would say something like, “I’m going to excuse myself and go to the men’s room. While I’m gone you two talk it over. You both have cell phones with names of people you think highly enough to put them on speed dial in your cell phone. ONE of them has to be someone who would get values.

We just need to break the ice with one person or couple today.

When I get back we can either talk about whom the lucky person is we send presents to or we can talk about the real reason you don’t want to introduce Values Based Financial Planning™ to.
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!

You have to “crack the referral code” with every one of your Ideal Clients.
Not participating is not an option.

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Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

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At last Progress Meeting I asked for introductions and this was the response. "We have approached our friends and everybody is in the frame of mind they have their things in order, they have their ducks in a row and don't want to talk about it?" I responded - this is about sharing the positive experience that you have had with Values-Based Financial Planning™( security, peace of mind) and allowing others to have a Financial Road Map® to guide their decisions. Bill how would you have responded?

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?

Can you go through what a compelling Referral Conversation™ sounds like?

I have put together a list of people I would like to meet; a Six Degrees of Separation list, but I'm not sure of the purpose of the list and where to go with it. What script do I use to contact these people? I know some of them through Church, and others I have never talked to. Am I approaching the people on this list to eventually complete their own Financial Road Map®, or am I wanting to meet them to tell them about the new direction of my business and asking where they feel I could meet potential Ideal Clients? Or am I trying to meet the people on this list for both reasons?

I could really use your help with how I can go get clients without firing my Ideal Clients who don't give me 100 referrals or cold calling a list of people from my organizations that I do not know. I have 10 Ideal Clients, all of which all are previous clients. Frankly they are just now seeing the benefits of the difference between the Old World and New World as we added a lot of value and met regularly in the Old World. I have received referrals from almost all of these clients in the Old World. I am getting new referrals from these Ideal Clients, but not 100-200 per client. I am only getting one to two per referrals per meeting, per client. I understand the ‘In or Out’ theory, however, I don't have the financial freedom yet, to fire all 10 of my Ideal Clients if they don't give me 100-200 names.

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