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?

Article ID: 240

Last updated: 20 Nov, 2019

All you can do is use what you have. Maybe you’ll get lucky. Continue to get better and better at discovering MISC information. Listen to your recordings. Frequently they know more than they are telling you because you are not asking as effectively as you could. It’s a journey. You’re making progress.

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Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Referral Conversation™ Misc.

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

I am a little frustrated at the present with the referral conversation in the Progress Meetings. In most of the referral conversations I am getting good emotional responses to the work we are doing and clients have noticed the change from the old service. When we get to the referral conversation, however, I am finding it difficult to get the clients to introduce me the people they know. I have used a lot of the responses you have coached recently and none seem to be working. (It could be that I am not delivering this right). However clients seem to understand what we are doing, (i.e. not soliciting) but still will not introduce me to anyone. It seems to be their view that they are all around the same age and all sorted out and have been with advisers for a very long time. I am coming to the conclusion that, given that my client base is mainly post-60 years of age and not working, maybe this is the way they think. I know that, in your eyes, they would not be Ideal Clients anymore but I am now concentrating more on the self-referral process which is a harder way to go but better than me continuing this process with my clients. I am very interested in your comments.

I had a Referral Conversation yesterday with a client couple. The benefits to clients were taking the worry out of their life and taking the pressure off of them. I was a little lost on how to dig deeper on this. I did use the phrase ‘How does this impact you day to day?’ I did not, however, receive an emotional response. How would you go about digging deeper with this type of response? This is an area I believe might be holding me back from clients introducing me to people they know although I set the expectation that in the next meeting I will expect them to have names of people to introduce me to.

What language do you use to set up a Financial Road Map® with prospects?

I am in self referral land, and I've had a few occasions when I've been treated like a salesperson (I've already got an investment guy, you're a money guy, etc.). What is your compelling response to that?

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