I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?

The purpose of the self-referral process is to determine if it makes sense to make the offer of putting the Values-Based Financial Planning book and 20-minutes on their calendar to discuss the concepts in the book. If there is relevance for them, based on what you discovered when you asked questions, you will schedule the 20-minute Phone Consultation, send them or give them the book, and mail them newsletters.