I feel like I am over analyzing the right questions to ask in a self referral conversation. The result is somewhat paralyzing. If I have some knowledge of the prospect, his occupation or family situation, what question or questions I should start with. It seems like I am trying to find out if they have other things in their life more important than money or if they are confident in their financial future or if they are comfortable that their entire financial house is in perfect order. What do I ask to lead in to a discussion of the above?

I think reviewing the slides from the January 2011 Academy 2 about the self-referral will help you organize your scripts and answer your question (Located on www.committedadvisor.com, under “Resource” tab and “The Referral Prcoess.” Permission to access only to those in the Committed Advisor Program.) Essentially, you are asking questions to help you determine if you should make the offer. The way you know is when they have told you things that are clearly emotionally compelling for them which you can insert into the “make the offer” portion of the script.

Every day you do the best you can with you current level of skill. The more people you speak with the better you will get. Don’t let your desire to be perfect, prevent you from getting started.