When making Self referral phone calls to people I know, some people know me from community work such as coaching, and don't really know what I do. After the opening as you & Doug Carter recommend they ask: What do you do? My answer has been: “Because we believe that there are more important things in life than money…… we will ensure that every financial decision you make for the rest of your life will be completely aligned with your most important goals and your most deeply held values….. With that in mind_______, what is one thing in life that is more important than money to you?” Is this ok, or would you recommend something different?

Article ID: 367

Last updated: 20 Nov, 2019

It's not bad, Jack. The best measure is how it's working in the real world. My answer to that question would probably be more like:

We do two things:

1. For everyone we know, or are referred to by our clients we help them discover how the concepts of Values-Based Financial Planning will help them live a better life in alignment with their most important goals and their most deeply held values. We do this free of charge and whether or not they ever become a client.

2. For our clients we make sure they get their entire financial house in perfect order and keep it that way forever. The impact is that our clients have a 10 level of confidence that no matter what happens in the markets, the economy, or the world they will achieve their goals. I'm just curious, on a scale of 1-10, what number best represents your confidence factor that no matter what happens in the markets, the economy, or the world you will achieve your goals?

Would like for your confidence about the future to be a 10?

That's why I gave you a call today. I'm not sure whether or not what we do is a good fit or not, but it only takes a few minutes to find out. What do you think?

NEXT STEP: ASK YOUR QUESTIONS TO DETERMINE RELEVANCE AND, IF RELEVANCE, MAKE THE OFFER.

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Referral Process/ Follow-Up Phone Call

Referral Process/ Follow-Up Phone Call -> Using MISC information

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

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How do I go about getting my first Ideal Client? I do not have a client base to work from for referrals. I know many people superficially who I believe meet my Ideal Client Profile, but I do not know MISC information about them, and I do not know anyone who knows MISC information about them. Help?

I'm going to start cold calling companies in my area to try and present the Ideal Life Group Presentation to their employees during their lunch break; a 'lunch n learn.’ I've come up with a basic script to use when making the initial call and I was hoping if you could run your eye over it to see if you think it would be OK or if you have any suggestions.

I feel like I am over analyzing the right questions to ask in a self referral conversation. The result is somewhat paralyzing. If I have some knowledge of the prospect, his occupation or family situation, what question or questions I should start with. It seems like I am trying to find out if they have other things in their life more important than money or if they are confident in their financial future or if they are comfortable that their entire financial house is in perfect order. What do I ask to lead in to a discussion of the above?

I frequently find myself in group social and business settings (for instance, a group around a table), in which all of us in the shared space are introducing ourselves, invariably stating what we do and for whom. Since this is a group setting and not a one-on-one, there is no opportunity at that moment for the M.I.S.C conversation, just a, "sound bite," to strangers. Assume that there is no "host" with a pre-scripted introduction, just me, a group of people who generally do not know each other, and 30 - 120 seconds in the spotlight. Note: I've tried the, "I help people achieve their goals", but without the opportunity for the follow-up, "tell me the big goals in your life", it falls flat. So, what do I say? [I know this is NOT the BAI approach, but it is real life, many times social, sometimes business.

I realize mine is not the optimal model, but until I actually get an Ideal Client and transition to referral only, it is the one I've got. Here is my situation -- I've met with a few attorneys since my return from the Academy, actually took out the Financial Road Map® and tried to get them to go through it with me [they all refused and I do not expect that to change] but they all were intrigued enough with what I was saying to ask me for the words for them to use [most likely in an email] so that they could tell their clients about me and give them the chance to contact me. No, they will not give me their clients' names for me to contact directly; nor will they send the VBFP book/Road Map to their clients on my behalf. They want a short blurb on what I do, what makes me appealing/different, etc. so that THEY can make the INTRODUCTION/REFERRAL. I've learned from the Financial Road Map® Interview that what we say, how we say things, the language we use, etc. are all critical to the rapport building. So, with all that in mind, what words would you suggest I put before the attorneys so they can make a "warm" third party referral without having experienced the Road Map first hand [again, they won't do it, but I am confident they will make introductions].

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