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?

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.