Occasionally after leaving a message, I receive an email back and/or a voice message back, which basically says, thank you for the book, I already have an advisor. I am assuming we should check with the client who referred them, about how they contacted their friend, (or if they even did), however, how should we respond to the email/voice message? Call back again?

Article ID: 257

Last updated: 20 Nov, 2019

First action would be to communicate with your client who referred you. Make sure they have contacted their referral and explained Values Based Financial Planning. ™ Make sure your client explains that this is a GIFT process and the value they would be receiving by getting their Financial Road Map® completed, whether they become a client of yours or not.

When you do speak to those clients who already have advisors, there is a specific script to follow for clients who already have an advisor. Re-examine this script and follow the process we teach.

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Referral Process/ Follow-Up Phone Call -> Referrals Reluctant to Schedule Phone Consultation™

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

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How do I alert a prospect that the remaining call time is running is out?

I have three people that I would like to introduce to Values-Based Financial Planning™ by sending your book. While I know these people, I do not know enough Meaningful, Important, Significant, & Compelling (MISC) information to write a compelling note on the book and to make a meaningful Follow-Up phone call. I want to make sure I know how the concepts can be valuable to them when I call. I want to call these people and ask them the appropriate Meaningful, Important, Significant, & Compelling questions to be able to do just that. I would appreciate you giving me your suggested words for how the initial part of my phone conversation should go with them to lead into the Meaningful, Important, Significant, & Compelling conversation.

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?

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.

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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