How do I handle clients who promise to give the name of a referral and call with the address, and then don’t?

Article ID: 22

Last updated: 20 Nov, 2019

Make a follow up call and ask for the address. Next time, schedule a phone appointment with them to give you the addresses of the referrals. Do everything by appointment only. Hire competent staff to whom you can delegate these tasks to.

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Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

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I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?

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?

When an existing Ideal Client is referring others to me how will they know if their referral meets my Predictable Minimum Annual Recurring Revenue?

Is there a script for people introducing me at a cocktail party, etc...Even if they are not an Ideal Client themselves?

I am beginning to see how very important the Meaningful, Important, Significant, & Compelling (MISC) information can be. So how do I put together a call when the client who gave me the name really had very little information for MISC, except she is a good teacher, is near retiring, and has a financial planner?

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