At last Progress Meeting I asked for introductions and this was the response. "We have approached our friends and everybody is in the frame of mind they have their things in order, they have their ducks in a row and don't want to talk about it?" I responded - this is about sharing the positive experience that you have had with Values-Based Financial Planning™( security, peace of mind) and allowing others to have a Financial Road Map® to guide their decisions. Bill how would you have responded?

Article ID: 362

Last updated: 20 Nov, 2019

My first question is, "Did you go deep?" And then while they were at a peak emotional state related to the value they have received from working with you and Values-Based Financial Planning™ did you ask, "Who would you like to give THAT gift to?"

The reason I ask is because it's hard to imagine you getting the response you described after going deep.

But I'll play along and assume that you went deep and that's the response you got. I might create a dialogue using the following possible openers:

You: "So let me get this straight, you just took it upon yourself to have conversations with ALL of your friends, family, and colleagues about how the impact of Values-Based Financial Planning™ for you has been _____________________________________________ (fill in blank with their DEEP emotional response) and how the impact for them could be _________________________________ (something equally DEEP that they know about them) and they basically blew you off and said they weren't interested... even though you clearly explained to them that this could have a life-altering, positive impact for them, I am an amazing human being, there are no strings attached, and I'm not selling anything... is that what happened?"

Them: "uhh, well, uhh, that's not exactly how it happened."

You: "You can save yourself a lot of time and trouble by just following the process. The process is NOT for you to speak with your friends and somehow present the offer. The process is for you to introduce me to everyone you know who might get value from Values-Based Financial Planning™, similar to the _________________________ impact it had for you. So... who would you like to give the gift ________________________ (their DEEP emotional response) to?"

The bottom line is that if you have survival clients who pay your Predictable Minimum Annual Recurring Revenue but don't want to refer you to anyone, just call them what they are: Survival Clients who pay your Predictable Minimum Annual Recurring Revenue but don't refer you. Do the best you can for them. Use the money to run your business. And move on.

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Referral Conversation™

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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At a Progress Meeting my client wrote 4 notes on books and agreed to supply the address and phone numbers the following week. This client experienced my first Financial Road Map® before any training. I called for the address and during the conversation I could sense tension. After I received the addresses I asked for M.I.S.C. information and she was very uncomfortable and didn't understand why I needed personal information to solicit business from her friends. She explained that she told the people about my services and the book. They all informed her that they were happy with the advice they were currently receiving. I tried to explain that the information was a gift with no obligation and that the personal information was helpful to connect concepts in the book with something that was meaningful in their lives. I said that I didn't want to introduce this information into their world if it wasn't relevant. I said that the Financial Road Map® would help them be more effective with their current advisor. I feel like I did a poor job of communicating and probably reacted in a defensive manner. Should I send the books without the M.I.S.C. information, should I wait until the next Progress Meeting, (to better explain the process), or should I do a new Financial Road Map® with them to get an emotional connection. My clients believe that I will be sending the books but I am not comfortable that they will not be perceived as gifts.

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