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 Misc.

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May I use a different gift or book other than the Values-Based Financial Planning™ book?

In mailing the book to a referral, should it be in a plain envelope rather than one with corporate logos, address, etc.? (In his last Trusted Advisor Tool Kit™ call, Mark made mention that he believed mailing in a plain envelope was more beneficial.)

Would it be wise to send a cover letter with the Values-Based Quality of Life™ Newsletter as an introduction and informing the referred party that they will be receiving eight copies of the Values-Based Quality of Life™ Newsletter. If so, do you have a template or possible thoughts on what you would include in such a Values-Based Quality of Life™ Newsletter cover letter?

Bill, you talked about meeting with the Top Realtors in the area. I have been calling them and starting the conversation with the following: Hi_________, my name is John Smith. I am rather new to my area, and I am looking to expand my networking relationships with experts in the local region. As I was looking into the area of _________, your name keeps rising to the top. So I thought I would give you a call and see if you would like to have coffee and I could learn more about your business, tell you a little about mine, and see how we could help push each other forward to greater success. They have all taken it like I was trying to sell them something, even after I explain that I am not selling anything and just want to get to know them and how they have become so successful in their area of expertise. Please provide feedback on the script I have been using and help me wordsmith it so that I am starting the conversation or voicemail with the proper tone.

Below is a correspondence between a client (Rafal) and the advisor. After Rafal had his Financial Road Map® and Action Plan completed he wanted to refer his friend “Slawek” . He wrote a note on the cover of the Values Based Financial Planning™ book, we were just waiting for Rafal to provide his address and let us know it was ok to send the book because he had not spoken to his friend. We received the response that he did not want to go ahead with it- Please read the correspondence below. Coincidentally, this was the second time this week that this has happened. We are hoping for some feedback to let us know how to handle this more effectively. Client: Hi, I did talk to Sławek, but unfortunately he is not interested in getting any information related to financial services. He is already working with a financial planner that he is quite happy with. Regards, Rafal Trusted Advisor: Hi Rafal, It is perfectly ok that Slawek has a current Financial Planner. To clarify my offer was not to become his Financial Planner, rather the offer was to give him the following gifts: 1. Values Based Financial Planning™ Book 2. 8 issues of our Values Based Quality of Life Newsletters™ 3. Complementary 20 minute Phone Consultation 4. Create his Financial Road Map® As we discussed, I believe everyone deserves to have a Financial Road Map® and know that Values Based Financial Planning™ exists. The purpose of the gifts is to provide value to Slawek and share your experience when we created your Financial Road Map® The benefits you mentioned were “…Very important, make better decisions, more focused, more relaxed about the future, start exercising, keeping healthy.” It sounds like Slawek thinks the offer is to be his advisor. We are providing the gifts to share some ideas that could favorably impact his quality of life regardless of who his advisor is. He mentioned he is happy, my job is to make people happier. Sincerely, Trusted Advisor Client: Hi, Yes, I understand what you have to offer. Sławek is simply not open to this and there is not much that I can do. Regards, Rafal

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