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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