Is there a script for people introducing me at a cocktail party, etc...Even if they are not an Ideal Client themselves?

Article ID: 350

Last updated: 20 Nov, 2019

"This is my friend, ___Your Name____, he is brilliant at helping people make better choices and live better lives. I thought you would like to meet him."

You take it from there by asking your questions, determining if there is fit, making the offer, etc.

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Referral Process/ Misc.

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At last Progress Meeting I asked for introductions and this was... »

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Had a Referral Conversation™ and the client provided great feedback on the process, the positive impact of having their Financial Road Map® etc. I addressed the question … “They already have an advisor”, I clarified this is not a solicitation, it is a gift and I explained the introduction process in detail. As I start to finish I asked if they have any questions about the process, they responded “No, it is clear." Again when I asked the question who’s first, they responded, “We don’t have a list of people to give you at the moment. We will keep it in mind; we don’t have a large circle of acquaintances.” What would you say?

Even with the question of "What’s the biggest benefit of the Financial Road Map®" and who you want to give that gift to, I still receive the response, “All my friends have an advisor.” What do I say then?

How do I handle clients who promise to give the name of a referral and call with the address, and then don’t?

I am a little frustrated at the present with the referral conversation in the Progress Meetings. In most of the referral conversations I am getting good emotional responses to the work we are doing and clients have noticed the change from the old service. When we get to the referral conversation, however, I am finding it difficult to get the clients to introduce me the people they know. I have used a lot of the responses you have coached recently and none seem to be working. (It could be that I am not delivering this right). However clients seem to understand what we are doing, (i.e. not soliciting) but still will not introduce me to anyone. It seems to be their view that they are all around the same age and all sorted out and have been with advisers for a very long time. I am coming to the conclusion that, given that my client base is mainly post-60 years of age and not working, maybe this is the way they think. I know that, in your eyes, they would not be Ideal Clients anymore but I am now concentrating more on the self-referral process which is a harder way to go but better than me continuing this process with my clients. I am very interested in your comments.

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?

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