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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I completed a self-referral with a prospect. My Admin Manager has mailed out the required 8 Values Based Financial Planning™ newsletters and I scheduled the Phone Consultation. When I called the prospect for our scheduled Phone Consultation they had to reschedule. My Admin. Manager stopped sending the Values Based Financial Planning™ newsletters after we mailed 8 out. I have now been calling the prospect again to reschedule the Phone Consultation. My question is should we continue to mail the Values Based Financial Planning™ newsletters beyond the 8 issues and include your new letter (which outlines I will contact them to schedule 20 minute Phone Consultation) that accompanies it until the Phone Consultation is rescheduled?

I completed a self-referral with my client, Laura, gave her the book, and scheduled a Phone Consultation with her on March 25th. Here is the note I put on the book with the M.I.S.C I gathered from her. “I appreciated you sharing with me some of your interests in travelling like your upcoming trip in August to Camino Spain. As well as, maintaining a balanced life and enjoying the outdoors going downhill skiing, snowshoeing and mountain biking. I am looking forward to speaking with you on March 25th at 11:30 AM about how some of the concepts in the book can be of value to you in enhancing your quality of life.” She called back to reschedule the Phone Consultation and sent the following email below suggesting to now do the phone consultation with her husband instead as he handles the investments and financial planning. She is thinking she should not be involved as she does not handle the investments and financial planning. What would you say to get her back on track as to the PURPOSE of the phone consultation and her involvement in it as well? Email - Hi there, Thank you for your email. I took a quick look at the book and passed it over to my husband Rodger as he handles our investments and financial planning. He wants to read it. He’s away on business this week and won’t be able to get to it. I’ll let him know the time slots and see if you can set something up with him when he gets back. Kind regards, Laura

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.

Isn’t it kind of like bait and switch when I meet with a new Strategic Partner to do the Financial Road Map®, show them the Values Based Financial Planning™ book, and then ask for client referrals? How do I reconcile that situation?

The 'already have an advisor' question during the Follow Up Phone Call has a scripted answer (Mod.#5, p.103) that has not worked very well for me. Is it OK to use the script for the same question during the Phone Consultation (Mod.#6, p.43) as it addresses more directly the benefit of having a Financial Road Map® regardless of the advisor? [E.g. "That's fine. Then you'll appreciate Values-Based Financial Planning™ and having a Financial Road Map®. It'll enhance the work you do with your current advisor. You can compare your existing plan to your Financial Road Map®, and you'll know for sure that you're on track.]

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