Would you discourage referrals from people who are out of area (not within driving distance)?

Article ID: 303

Last updated: 20 Nov, 2019

Yes. How will they come to your office for the Financial Road Map Interview™, the Implementation Meeting™, and Progress Meetings 3x / year?

If they are willing to get to you for the Financial Road Map Interview™, the Implementation Meeting, and 3x / year for Progress Meetings you can work with them. However, this does not sound simple for them if they are out of the area, depending on how far that is.

My advice is to locate your office in an area that is convenient for people who meet you Ideal Client Profile to easily get there.

Your Ideal Client Profile defines your parameters for the type of Clients you want to serve in your Values-Based Financial Planning™ practice. These parameters are entirely up to you. I do recommend that you consider geographic and demographic parameters in your Ideal Client Profile. Reflect on how these parameters will help you serve your Clients better and contribute to your future success.

Review how to Create Your Ideal Client Profile: Mastery Series 1-Module 3-Pgs. 61-66

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I have an Ideal Client who has given me referrals but has not contacted the referrals for permission to send the books, newsletters, and follow-up call. What’s the conversation to have with the Ideal Client so that they will follow through and contact the referrals so that I can finish the process?

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 spend a fair amount of time practicing responses to clients who we are starting the Referral Conversation with. Your recent webinars have been vey valuable. So far I left the first Referral Conversations in Progress Meetings with the client with the view I expect them to bring names of people we can introduce VBFP™ to at the next appointment. Would it be beneficial to send a letter prior to the next progress meeting to remind them to bring names of people we can introduce VBFP™ too with perhaps an explanation of what we would provide. If so what would be the content I should place in this letter?

Having met a group of professionals only 1 time at a small group meeting - what would you suggest I do to try and get these individuals as Financial Road Map® Clients? What is the 1st step?

I recently had a conversation with a (self-referred) successful business owner who had talked with me a couple years earlier (before I was in the program) about investing, insurance, and financial planning in general. He expressed an interest in having me take a look at his finances. According to the process, I sent him a book and conducted a Phone Consultation, which went well, and he seemed very interested in having me complete their Financial Road Map®. I scheduled a tentative appointment for when he thought his wife might be available, and asked him to let me know if the time wasn't going to work for her. I also sent him the list of documents to bring when they come. A few days later, I got the following email: "I am not sure this is going to work out. My wife cannot meet at the time we proposed. She is leaving for DC that day. I am leaving the next day. It is going to be hard to get her down to your neck of the woods [45 minutes away] and I am not wanting to go down there either. I understand that you want us both to be there for the financial planning but she is not involved in the finances in our family and that is partially by design. I understand the values based investing part of what you do but I would like to know more about your strategy in investing and what your track record is. I have been working with a company to do some financial planning mostly insurance and things of that sort. (They always come to my office to meet otherwise I don’t think we would be doing any business) Let’s keep in touch and see where it goes." He apparently views me as a wealth manager, but is currently unaware of what we really do (fully-comprehensive financial services). How would you respond?

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