At a Progress Meeting my client wrote 4 notes on books and agreed to supply the address and phone numbers the following week. This client experienced my first Financial Road Map® before any training. I called for the address and during the conversation I could sense tension. After I received the addresses I asked for M.I.S.C. information and she was very uncomfortable and didn't understand why I needed personal information to solicit business from her friends. She explained that she told the people about my services and the book. They all informed her that they were happy with the advice they were currently receiving. I tried to explain that the information was a gift with no obligation and that the personal information was helpful to connect concepts in the book with something that was meaningful in their lives. I said that I didn't want to introduce this information into their world if it wasn't relevant. I said that the Financial Road Map® would help them be more effective with their current advisor. I feel like I did a poor job of communicating and probably reacted in a defensive manner. Should I send the books without the M.I.S.C. information, should I wait until the next Progress Meeting, (to better explain the process), or should I do a new Financial Road Map® with them to get an emotional connection. My clients believe that I will be sending the books but I am not comfortable that they will not be perceived as gifts.

Article ID: 309

Last updated: 20 Nov, 2019

I would say, "let's hold off on sending the books until we have a chance to speak about this at our next Progress Meeting."

Or: "For some reason you are viewing this as me soliciting your friends for business. I don't think I explained what we're doing very well, so let's hold off on sending the books to your friends until after we have to chance to clear up this misunderstanding at out next meeting."

Your experience is all part of the learning curve when implementing in the real world. At the next Progress Meeting with this client, take your time, follow the process and the script, remember to go deep, and make the connection between their deep emotion and how great it will be to share that emotional gift with all of their friends, family, and colleagues.

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Referral Conversation™

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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