How long should we keep sending the Values Based Quality of Life™ Newsletter to referrals that either: don't respond to our calls, don't want to do the phone appointment., don't come in for a Financial Road Map® , or don't become clients?

Article ID: 34

Last updated: 20 Nov, 2019

Unless I had really been blown off in a rude or offensive way, I would be inclined to send them the Values Based Quality of Life™ Newsletter until I was done building my Ideal Client Community. In every issue I would include a 1-page update of my “Being Done” progress so they could get a feel for when their window of opportunity for becoming my client was closing.

Don Van Landingham, the most recent advisor to get done, said that he couldn’t believe how many people came crawling out of the woodwork as he was got closer to being done and how many people who had been non-responsive wanted to make sure to get in for a discussion before that door closed forever. This might seem a bit inconsistent with what we teach at the Academy 2 about sending the Values Based Quality of Life™ Newsletter for 8 weeks during the first 2 months after you have been referred to someone and you are diligently and proactively following up with them to see if there is a basis to schedule a phone appointment to discuss how the concepts in the Values Based Financial Planning™ book might help them with some area of their life is MISC.

But it really isn’t because we don’t address what to do after those 8 weeks have elapsed. If it were me, I would continue sending the Values Based Quality of Life™ Newsletter because my sole motive isn’t just to get clients. I actually want to help people make better choices so they live happier and more successful lives, even if we never do business together. And the Values Based Quality of Life™ Newsletter can help people do that. I can’t speak to your motives, but that’s what I would do.

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I'm going to start cold calling companies in my area to try and present the Ideal Life Group Presentation to their employees during their lunch break; a 'lunch n learn.’ I've come up with a basic script to use when making the initial call and I was hoping if you could run your eye over it to see if you think it would be OK or if you have any suggestions.

I have mailed new clients a Values Based Financial Planning™ book and have conducted successful phone consultations. When we meet at my office to complete the Financial Road Map®, I’m not sure how I should segue into that conversation. Should I still be utilizing the initial Financial Road Map® conversation even though a portion of the Financial Road Map® is already completed, or should I be using another bridge to complete the conversation? What might that bridge introduction sound like?

I am in self referral land, and I've had a few occasions when I've been treated like a salesperson (I've already got an investment guy, you're a money guy, etc.). What is your compelling response to that?

In the Financial Road Map Interview™, the Pre-Commitment script is just slightly different from the Referral Phone Appointment script. Is their any preference to use one script or the other in either of these instances?

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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