I’m awaiting my books so that I can begin the referral process with my Ideal Clients. In the meantime, I’m generating self-referrals where ever I can. I attended a local Chamber of Commerce meeting for that purpose that lasted two hours. How do I categorize that on my calendar (i.e. client acquisition, etc)?

Article ID: 224
Last updated: 20 Nov, 2019

It is client acquisition time for self referrals.


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b I have been given the opportunity to give a 10 minute presentation to a group of people. I need 20minutes if I were to go through the recommended ideal life group presentation. Do you have any thoughts on what I should focus my time on in the presentation?
b The next Deliverables Team Member I'm supposed to acquire is a Property / Casualty Insurance Specialist. At my independent broker dealer, we have a division that can do this "in house" and the insurance products are proprietary. Is it better to use recommendations from my own firm and their proprietary products or should I have someone truly independent handle this? I'm worried an Ideal Client might cringe when I recommend they use proprietary insurance products. My assumption is that some Ideal Clients may want Property / Casualty Insurance advice from someone who has zero potential conflicts of interest. However, the other part of me assumes that a truly Ideal Client is a delegator and trusts me to get them the right advice, proprietary or not. I'm conflicted.
b How do I implement corporate assets into a clients Financial Road Map®? I have a client that has retained earnings in her business that I also manage. How does this work into the Financial Road Map®? How would I work with them as an Ideal Client? This client earns over $300k per year and she draws 120k out as her salary per year. Her husband is not a shareholder in this business and she prefers to keep personal and business separate. Would I do a Success Road Map® for her business instead?
b I have relationships with many business leaders and professionals in my community that I believe will be great referral sources. Most of them are not currently clients, so I have not conducted Financial Road Map Interviews™ with them. It seems logical that I would want to get them and their spouses in for a Financial Road Map Interview™ before I start asking them for referrals, but I’d like some help on what a reasonable process would be to lead up to scheduling those Financial Road Map Interviews™, i.e. face to face meeting to explain how I am expanding my practice, delivering the book, sharing the diagram of Trusted Advisor and Subject Matter Expert relationships. Or should I treat them as a self referral and follow that process?
b Does a Financial Advisor always have to start in business by approaching his/her natural market?
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