May I use a different gift or book other than the Values-Based Financial Planning™ book?

Article ID: 260

Last updated: 20 Nov, 2019

You may use another book or gift as a basis for the service call you will conduct with your Referrals. However, the results associated with the book, Values-Based Financial Planning™ are well documented and predictable. The book has been designed to provide real value to Referrals regardless of whether they choose to work with you … and that is the purpose of the Phone Consultation™: to conduct a service call that will be of value to the Referral.

Additionally, the gift of Values-Based Financial Planning™ is designed to share information that differentiates your service philosophy as a Trusted Advisor from that of a traditional member of the Financial Service industry. In that sense, it is a unique “gift” that provides Referrals with insight into the world of financial planning as well as clarity about the more comprehensive “life planning” element of the Values-Based Financial Planning™ philosophy.

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During the Referral Conversation a client says....we have spoken to all our friends and they are taken care of. How would you respond. In my head the clients answer does match the question. I am offering to introduce people to Values Based Financial Planning™ and have a Financial Road Map® completed.

I have a large pool of prospective clients that deal with and trust my firms in a variety of areas but don't know me personally. I am currently calling these people to schedule Financial Road Map Interviews™ but wondered whether I should be using the Self-Referral process as per the slides on the site with the offer, MISC, Book and Phone Consultation prior to a Financial Road Map Interview™ or just go straight to a Financial Road Map Interview™? So far the response has been positive to the Financial Road Map Interview™ but I’m not sure they have enough background to understand what we will do prior to the meeting. What would you recommend?

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.

I am planning a Client Event for the end of August. My plan is to invite several of my best clients, several of my best prospects and several of my referral partners and centers of influence and ask them to bring guests and I believe about 30 people will come. I have contacts with several non-profits. Would you advise holding the event in support of one of them and ask for donations or not? Or would that sully the social nature of the event?

How do I approach the planning idea vs. the investment idea? I get referrals from our credit union employees, and many of these people do not want or need “planning” services. Most of them aren’t prepared to do a Financial Road Map®, and many times the other spouse is not there. But some of the seemingly small investors have other assets, and could benefit from the whole process. Any suggestions as to how to handle that?

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