It has happened a few times now that after a successful Phone Consultation™ (done according to the book) a Financial Road Map® meeting was scheduled, after which the referral cancelled. The reason (or excuse) given was, ‘I have an advisor / investments already’. When this comes up in the Phone Consultation™ I know how to respond. Since I got these responses afterwards per e-mail or voice mail I would like to know what to do. - Should try to preempt this next time and bring it up myself in the Phone Consultation? - Should I contact the referral, respond to their concern and try to reschedule?

Article ID: 244

Last updated: 20 Nov, 2019

Communicate the same thing you would say in the Phone Consultation™ by calling them back or in an email. Attempt to reschedule. You might experiment with “preempting” this in the Phone Consultation™ and see what happens.

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I realize mine is not the optimal model, but until I actually get an Ideal Client and transition to referral only, it is the one I've got. Here is my situation -- I've met with a few attorneys since my return from the Academy, actually took out the Financial Road Map® and tried to get them to go through it with me [they all refused and I do not expect that to change] but they all were intrigued enough with what I was saying to ask me for the words for them to use [most likely in an email] so that they could tell their clients about me and give them the chance to contact me. No, they will not give me their clients' names for me to contact directly; nor will they send the VBFP book/Road Map to their clients on my behalf. They want a short blurb on what I do, what makes me appealing/different, etc. so that THEY can make the INTRODUCTION/REFERRAL. I've learned from the Financial Road Map® Interview that what we say, how we say things, the language we use, etc. are all critical to the rapport building. So, with all that in mind, what words would you suggest I put before the attorneys so they can make a "warm" third party referral without having experienced the Road Map first hand [again, they won't do it, but I am confident they will make introductions].

In the Financial Road Map Interview™, the Pre-Commitment script is just slightly different from the Referral Phone Appointment script. Is their any preference to use one script or the other in either of these instances?

I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?

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.

I am in a number of organizations; Rotary, Chamber, other service-type clubs. I have conducted a number of Financial Road Map® Phone Consultations and some in-person meetings with the people in these groups. However, there are a number of chamber members I have never met. There are some other service club members with whom I have never had a meaningful, important, significant and compelling conversation. Prior to the last academy I had scheduled time on my calendar to call all the chamber members and self-refer. My coach suggested I need to be calling people whom I have met in person and with whom I have had a meaningful conversation and I agree. He also suggested that I go get involved in things I am passionate about where people have money. Our community is mostly a retirement community and they play dominos, bridge, and golf, and attend social clubs and service clubs. I am not passionate about most of these things and a number of the clubs are age restricted to those of senior age. My coach also suggested that I look into Facebook & LinkedIn, but most of our base is retired, and a number of them don't even have a Facebook page. Some barely do email and some don't even own a computer. I want and am willing to GO GET CLIENTS, but I am really struggling with who, where, when to go to self-refer and get clients.

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