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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Occasionally after leaving a message, I receive an email back and/or a voice message back, which basically says, thank you for the book, I already have an advisor. I am assuming we should check with the client who referred them, about how they contacted their friend, (or if they even did), however, how should we respond to the email/voice message? Call back again?

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 had a client who referred three friends to me at an Implementation Meeting. After my client contacted her friends, one did not want to receive the Values-Based Financial Planning™ book. I am not sure here whether I should enquire at our next meeting to see why they did not want to receive the Values-Based Financial Planning™ book.

I'm struggling with Meaningful, Important, Significant, & Compelling (MISC) conversations for Self-Referrals. I've had 3 or 4 follow up discussions cancel within the last week alone without a rescheduled date and I'm positive this is the reason why. Any suggestions?

I have three people that I would like to introduce to Values-Based Financial Planning™ by sending your book. While I know these people, I do not know enough Meaningful, Important, Significant, & Compelling (MISC) information to write a compelling note on the book and to make a meaningful Follow-Up phone call. I want to make sure I know how the concepts can be valuable to them when I call. I want to call these people and ask them the appropriate Meaningful, Important, Significant, & Compelling questions to be able to do just that. I would appreciate you giving me your suggested words for how the initial part of my phone conversation should go with them to lead into the Meaningful, Important, Significant, & Compelling conversation.

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