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.

Also listed in

Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Referral Conversation™ Misc.

« A client reluctant to give referrals says, “I am the supervisor...

How do I handle clients who promise to give the name of a... »

Others in this category

I have read all the FAQ's on the Centers of Influence. I did, however, have an additional question. When do we use the Business Plan? It seems like a valuable tool in this situation. Do we try to schedule a Financial Road Map® or a Phone Consultation™ first, and then resort to the Business Plan? We may have outworn our welcome by this time.

Even with the question of "What’s the biggest benefit of the Financial Road Map®" and who you want to give that gift to, I still receive the response, “All my friends have an advisor.” What do I say then?

I wanted to get your feedback please on this email I received from the Chamber of Commerce, where I am a relatively new member. The Chamber sent me a letter inviting me to a Trade Show. The invitation noted that the Trade Show was a great opportunity to display products or services, discover new businesses and network with other business people. My questions to you are: 1. Would you attend this event? 2. If you did, would you attend it exclusively to complete Self-Referral Conversations™? 3. The invitation mentioned renting a booth to showcase your business – what is your take on this? I was thinking of going to the Trade Show for the purpose of conducting Self-Referral Conversations™ with business people. I am not sure, however, about the idea of having a booth at an event like this.

Bill, you talked about meeting with the Top Realtors in the area. I have been calling them and starting the conversation with the following: Hi_________, my name is John Smith. I am rather new to my area, and I am looking to expand my networking relationships with experts in the local region. As I was looking into the area of _________, your name keeps rising to the top. So I thought I would give you a call and see if you would like to have coffee and I could learn more about your business, tell you a little about mine, and see how we could help push each other forward to greater success. They have all taken it like I was trying to sell them something, even after I explain that I am not selling anything and just want to get to know them and how they have become so successful in their area of expertise. Please provide feedback on the script I have been using and help me wordsmith it so that I am starting the conversation or voicemail with the proper tone.

Can I get guidance on what my Ideal Clients should write on the Values-Based Financial Planning™ Book that I will be sending to their referrals? I would like to have this note be more personal.

» More articles