In late March I was scheduling an estate planning session for one of my clients with a law firm which I have vetted as highly qualified to handle personal and business estate planning matters. There are six estate planning attorneys in this firm. In a personal conversation with the attorney to prepare for the client estate planning meeting I mentioned the program I had embraced called Values Based Financial Planning™ and after an overview of the program, he asked if I would come to a meeting in June and present Values Based Financial Planning™ to all six of the attorneys. I discussed the situation with my accountability coach and she recommended I send him a copy of the book, Values-Based Financial Planning. Follow up with a phone call to arrange a personal meeting to complete the Financial Road Map™. The question is what process should I implement to handle the meeting with the other five attorneys in June?

Article ID: 256

Last updated: 20 Nov, 2019

Have the attorney who invited you in to speak to the group introduce you to each of his/her colleagues. Speak with each of them on the phone, 1-1, following the self-referral process. If appropriate send them a Values Based Financial Planning book and schedule their Phone Consultation™. If appropriate, do their Financial Road Map® with their spouse, just as you would with any other prospective client.

What do you say to the attorney who invited you in for a group presentation? Simply tell him that there is not a group presentation for Values Based Financial Planning™ because it is a much more individual and personal process. Ask him/her to introduce you to his colleagues and that you will take it from there. Give him/her a copy of the book and schedule his/her Phone Consultation™.

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When you send the Values Based Financial Planning™ book, I have always included my card with the note signed by the client... I thought I heard in the last call that you don't include your card. Can you please advise me on the process?

Do you suggest I send out the Values Based Financial Planning™ book to potential contacts with the most important chapters earmarked and have them read these before our Old World New World™ one-on-one conversation?

Several times I've run into the situation where people to whom I've talked or sent the book have responded with a standard, "I'm too busy." My response is, "That's exactly why we need to talk on the phone (or whatever). So you can find out how to have balance in your life you won't have to say, ‘I'm too busy’.” How would you respond to, "I'm too busy?"

I spend a fair amount of time practicing responses to clients who we are starting the Referral Conversation with. Your recent webinars have been vey valuable. So far I left the first Referral Conversations in Progress Meetings with the client with the view I expect them to bring names of people we can introduce VBFP™ to at the next appointment. Would it be beneficial to send a letter prior to the next progress meeting to remind them to bring names of people we can introduce VBFP™ too with perhaps an explanation of what we would provide. If so what would be the content I should place in this letter?

I received a referral from a client who told me that she would get back to me with the referral’s address so I could mail the Values-Based Financial Planning™ Book to them. My client later told me the referral didn’t want to give out her address and I get the feeling it’s because she already has a current advisor that she is comfortable with and that they had a conversation about me already. How should I follow up with the referral?

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