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During the Follow Up Phone Call, is it preferable that we request that both partners be on the Phone Consultation™ but be ok if we only are able to schedule the one we're speaking too?

Article ID: 241

Last updated: 20 Nov, 2019

Schedule the Phone Consultation™ with the one spouse you are talking to and invite, but don’t make it mandatory, for the other spouse.

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Referral Process/ Follow-Up Phone Call -> Referral Process/Follow-Up Phone Call Misc.

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What would you do in this situation? I sent Values-Based Financial Planning to a Cardiologist from a self-referral I conducted a few months back. He would make a great client both financially and with his Way of Being™. He is, however, very busy. After leaving several follow up messages, he told me he was too busy and asked me to stop calling. I said ‘OK’ and we're still on good terms. I'll see him again this weekend. I was considering showing him my Deliverables Team Organization chart and also showing (not giving) him the 143 Deliverables checkpoints in an attempt to re-engage him with a better understanding of what we do. I believe he's looking at me like I'm a salesman.

A few times I have received the response of "I would like to read the book first before we speak over the phone about it" even after I have shared with them that reading the book is not a pre-requisite to our Phone Consultation™. The response has come from "self-referrals" when I call to assess whether the book would be of benefit to them or not. I would appreciate your input on this matter.

The 'already have an advisor' question during the Follow Up Phone Call has a scripted answer (Mod.#5, p.103) that has not worked very well for me. Is it OK to use the script for the same question during the Phone Consultation (Mod.#6, p.43) as it addresses more directly the benefit of having a Financial Road Map® regardless of the advisor? [E.g. "That's fine. Then you'll appreciate Values-Based Financial Planning™ and having a Financial Road Map®. It'll enhance the work you do with your current advisor. You can compare your existing plan to your Financial Road Map®, and you'll know for sure that you're on track.]

I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.

You are conducting a Follow-Up Phone Call and the book recipient responds, “Before I agree to schedule the Phone Consultation™, I’d like to read the book first”. I normally tell the person at this point that the purpose of having the 15 minute Phone Consultation™ is to save them the time and trouble of having to read the entire book, that we will get the major concepts of the book out to them quickly so that they can more quickly be freed up to have more time for Meaningful, Important, Significant and Compelling Conversation. However, they almost always say that they want to read the book first. How would you handle this?

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