Could I get an example of wording in regards to making a self referral call to an acquaintance in which he did not have enough M.I.S.C. information about them to introduce Vales-Based Financial Planning™ to them?

Article ID: 288

Last updated: 20 Nov, 2019

Call them and tell them that you want to send them a book that you think might be of value to them, but you don’t want to waste their time if it’s not. In order to determine if it might be of value you want to ask them a few questions. Ask them some of the M.I.S.C. questions that you learned in Academy 2. If there seems to be a fit, tell them so, send them a book, and schedule the 20 minute phone appointment. If there doesn’t seem to be a good reason to send the book, don’t. Follow the process: do the phone appointment and, if appropriate, invite them in for a complete Financial Road Map®.

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Referral Process/ Misc.

Referral Process/ Follow-Up Phone Call -> Using MISC information

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

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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?

When making Self referral phone calls to people I know, some people know me from community work such as coaching, and don't really know what I do. After the opening as you & Doug Carter recommend they ask: What do you do? My answer has been: “Because we believe that there are more important things in life than money…… we will ensure that every financial decision you make for the rest of your life will be completely aligned with your most important goals and your most deeply held values….. With that in mind_______, what is one thing in life that is more important than money to you?” Is this ok, or would you recommend something different?

I had a client who referred three friends to me at an Implementation Meeting. After my client contacted her friends, one did not want to receive the Values-Based Financial Planning™ book. I am not sure here whether I should enquire at our next meeting to see why they did not want to receive the Values-Based Financial Planning™ book.

I am now in the CAP program. Out of the 60 existing households I have 10 Ideal Clients. These clients have all been with me for 8+ years. For lack of a better word I've worn out my referral welcome with these folks. I'm in Rotary, Lions, Chamber of Commerce, and some other social networks. Of the many people in the Chamber I'm only familiar with a few, so I feel like I have to at least go talk with each person to get a self referral, find out a little about them and introduce myself since we have never met in person. I'm not having a lot of success with this in converting people to Ideal Clients. Most of my Ideal Clients are retired and not still working. I've finished all aspects of my Deliverables Team and trained a new internal staff since the last academy. To be bluntly honest I have time blocked time on my calendar for client acquisition, but just don't feel like I have a qualified (and I stress that word) list of candidates to call on for the process. Based on the 113 Ideal Clients I will need I'm going to have to call on almost 1,000 people to reach my goal of 113 Ideal Clients. I'm really struggling and would greatly appreciate your input on where I’m going to get all of these people? For our service to make sense they have to have a minimum of $500K, but really would be better for $1M+. I could call on people all day long with no money, lack there of, or a couple hundred thousand, but it would be a real waste of my time, yours, theirs, and my families time, because it won't create any REAL results even if they have a good experience.

I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?

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