I recently had a Phone Consultation with a high school classmate who I believe has been financially successful. When we got to the place where I asked him, "What do you think the value would be for you and Rita to have a complete Financial Road Map® that you built together?" His response was, "Well I mean...we pretty much have a pretty good road map...I mean...I feel like we do anyway." And my inadequate response was, "Well, okay." I have gotten a similar response a couple of other times and would appreciate your help with how to respond.

Article ID: 365

Last updated: 20 Nov, 2019

I can't tell exactly where you are in the process from your question. You could be calling a classmate per the self-referral process, in which case, you would be asking questions to determine the relevance of putting Values-Based Financial Planning™ in their world. If relevant, THE OFFER is to send them a copy of the Values-Based Financial Planning™ book and schedule a 20-minute Phone Consultation to discuss how the concepts in the book would help them _____________________________. (fill in the blank with something they said that causes you to believe that putting Values-Based Financial Planning™ in their world will be relevant and valuable for them).

In the above scenario there is no offer to do their Financial Road Map®.

The only place where THE OFFER is the Financial Road Map® is at the end of the Values-Based Financial Planning™ Phone Consultation. In which case, if they said they already have a road map say, "I don't mean a general idea that you can sort of call a 'road map.' I'm talking about completing the actual giant piece of paper than we have been working on for the past 20 minutes so that you and Rita are absolutely, positively on the same page about what's important to each other, your goals, and your current situation. You aren't telling me you already have one of these, are you?"

Make sure you actually follow the process you are learning that's applicable in the situation you are in.

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Referral Process/ Misc.

Referral Process/ Follow-Up Phone Call -> Referrals Reluctant to Schedule Phone Consultation™

Referral Process/ Follow-Up Phone Call -> Referral Process/Follow-Up Phone Call Misc.

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The 'already have an advisor' question during the Follow Up... »

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Can I have my assistant call a referral and have them schedule the Follow-Up phone call and the Phone Consultation™ on my calendar, or should I always do both of these calls?

What would you do in this situation? I sent Values-Based Financial Planning to a Cardiologist from a self-referral I conducted a few months back. He would make a great client both financially and with his Way of Being™. He is, however, very busy. After leaving several follow up messages, he told me he was too busy and asked me to stop calling. I said ‘OK’ and we're still on good terms. I'll see him again this weekend. I was considering showing him my Deliverables Team Organization chart and also showing (not giving) him the 143 Deliverables checkpoints in an attempt to re-engage him with a better understanding of what we do. I believe he's looking at me like I'm a salesman.

I’m really struggling with leaving compelling phone messages to schedule Phone Consultations with people who have received the Values-Based Financial Planning book & newsletters. It is a part of the Turn-Key Business Model that we need to script pretty much for ourselves, as the Meaningful, Important, Significant, and Compelling information is different for all. I’m struggling with effectively turning the Meaningful, Important, Significant, and Compelling information into a compelling call.

I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.

During the Follow Up Phone Call, is it preferable that we request that both partners be on the Phone Consultation™ but be ok if we only are able to schedule the one we're speaking too?

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