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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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b The scripting at the end of the 15 minute Phone Consultation™ has us inviting the referral in to do the Financial Road Map®, when we told our client that we're sending this as a gift and we told the referral that our call was to help them get value from the concepts in the book. How do we convey with our words and our Way of Being™ over the phone that them coming into our office with all their documents to do their Financial Road Map® is not interpreted as a solicitation?
b 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.
b How do I alert a prospect that the remaining call time is running is out?
b How frequent should I follow up with a client referral? With a self-referral?
b 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.]
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