1. Do a great job for your 6 Ideal Clients implementing comprehensive Financial Services and ask for referrals, per our process, at every Implementation Meeting and Progress Meeting. (Do whatever you have to do to memorize the referral script.) If you attended the July 2010 Academy 2, listen to the mp3s from that Academy again.
2. Follow our process to have your clients make warm introductions to their referrals.
3. Make the Follow-Up calls to everyone you are referred to following our process and scripts.
4. Implement our self-referral process. Watch the October 4, 2010 Committed Advisor Study Group webinar again and script your process and questions to create your own self-referral process. Carry this script with you everywhere you go, keep your client acquisition radar up everywhere you go, use your process for self-referral everywhere you are. Practice asking your questions with everyone you meet, whether you think they meet your Ideal Client Profile or not.
5. Make it your #1 priority every week to achieve your Client Acquisition time goal. Given that you have only 6 Ideal Clients who will not remotely consume 8 hours / week, you have room to invest at least 14 hours / week in New Ideal Client Acquisition. Put this time on your calendar, being specific about your self-referral activities. Make a commitment to honor your calendar. What communities in your community are you going to join? How often will you show up? How many people will be there? Are there likely to be large numbers who meet your Ideal Client Profile? What will you say and do to engage them, ask them meaningful questions, go deep to make the emotional connection, and make the offer (when appropriate) to give them a copy of Values-Based Financial Planning™ and schedule their Financial Road Map® Phone Consultation? Your goal is to as quickly as possible build a pool of 200 - 500 people who you have sent or given the Values-Based Financial Planning™ book to and you know how the concepts in the book will benefit them because you have either have received meaningful, significant, important and compelling information about them from your client who referred you or by having the self-referral conversation with them directly.
6. Schedule the time on your calendar to make your Follow-Up calls to your referrals and self-referrals. Honor it.
7. If your Accountability Coach is not holding your feet to the fire on every call to make sure that you have AT LEAST 8 hours / week on your calendar for Ideal Client Acquisition activity ask them to step this up with you. If they don't, contact Les Lyons and request to switch Accountability Coaches. Every one of your coaching calls should contain a review of your calendar with an emphasis on your new Ideal Client Acquisition Activities, your Accountability Coach seeing the number of hours you have on your calendar between now and the next coaching call (minimum of 8 hours), and you making a firm commitment to do the Client Acquisition work that is on your calendar between this coaching call and the next.
