Can I get guidance on what my Ideal Clients should write on the Values-Based Financial Planning™ Book that I will be sending to their referrals? I would like to have this note be more personal.

Article ID: 346

Last updated: 20 Nov, 2019

You can insert the personal information from the client and about the referral. I prefer using a 4 by 6 Post-It and sticking it to the front of the book.

“Hi_______, I’m sending you a terrific book called Values-Based Financial Planning and I’ve asked my friend/advisor, ___Your name_____ to speak with you, to let you experience it for yourself. Whether you decide to explore it further is up to you. I think Values-Based Financial Planning is wonderful and ___Your name____ is a good person to speak to you about it. I’ve really benefited from these concepts by ___________ and I’m sure you will too because it can help you _____________.”

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When an existing Ideal Client is referring others to me how will they know if their referral meets my Predictable Minimum Annual Recurring Revenue?

How would you respond to Friends and Family who respond at the end of the Financial Road Map Interview™, after I have had the Being Done™ Referral Conversation™ with them, who say “Yeah, I really think this is cool. If I come across anyone I would definitely refer them to you”. Would you just let it go at that or would you pursue it further and how would you pursue it?

I had a client who actually gave me 4 names but we ran out of time to write notes so I sent her home with the sticky notes to write on and mail back to me. She didn't follow through and at our Implementation Meeting she gave the sticky notes back to me and said she was too nervous and petrified to write the notes and tell her friends the book would be coming. I was caught completely off guard and stumbled through a response to her and left it at that. This lady was nearly in tears when I originally asked about the benefits of working together and when she initially thought of the 4 names. I know she appreciates the work we're doing but she says that she doesn't like to talk about this kind of stuff with others. She felt it is harder than bringing up religion.

Below is a correspondence between a client (Rafal) and the advisor. After Rafal had his Financial Road Map® and Action Plan completed he wanted to refer his friend “Slawek” . He wrote a note on the cover of the Values Based Financial Planning™ book, we were just waiting for Rafal to provide his address and let us know it was ok to send the book because he had not spoken to his friend. We received the response that he did not want to go ahead with it- Please read the correspondence below. Coincidentally, this was the second time this week that this has happened. We are hoping for some feedback to let us know how to handle this more effectively. Client: Hi, I did talk to Sławek, but unfortunately he is not interested in getting any information related to financial services. He is already working with a financial planner that he is quite happy with. Regards, Rafal Trusted Advisor: Hi Rafal, It is perfectly ok that Slawek has a current Financial Planner. To clarify my offer was not to become his Financial Planner, rather the offer was to give him the following gifts: 1. Values Based Financial Planning™ Book 2. 8 issues of our Values Based Quality of Life Newsletters™ 3. Complementary 20 minute Phone Consultation 4. Create his Financial Road Map® As we discussed, I believe everyone deserves to have a Financial Road Map® and know that Values Based Financial Planning™ exists. The purpose of the gifts is to provide value to Slawek and share your experience when we created your Financial Road Map® The benefits you mentioned were “…Very important, make better decisions, more focused, more relaxed about the future, start exercising, keeping healthy.” It sounds like Slawek thinks the offer is to be his advisor. We are providing the gifts to share some ideas that could favorably impact his quality of life regardless of who his advisor is. He mentioned he is happy, my job is to make people happier. Sincerely, Trusted Advisor Client: Hi, Yes, I understand what you have to offer. Sławek is simply not open to this and there is not much that I can do. Regards, Rafal

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?

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