I have a relationship [developed last year - "pre-BAI"] with a senior person at the Major League Baseball Players Alumni Association that needs to be followed-up on. In fact, he owes me a call that I would like to preempt by calling him. I believe the Financial Road Map® experience, and the three meeting process, etc., could offer solutions to many of the problems voiced to me by not just Major League Baseball, but by others in professional sports [some of whom I may have access through people I know]. I need the words to use for my centers of influence [these with direct access to sports personalities] to get them to give me access to their constituents. This is not a situation for me to run a Road Map [they are not physically close] but one where I would like to get their interest to possibly invite me to meet with their Board and/or refer me directly. I need a script!

Article ID: 369

Last updated: 20 Nov, 2019

My answer will be similar to the answer to your previous question. Contrary to your point of view, I believe this is the perfect person with whom to create a Financial Road Map® experience. (Notice, I did not refer to this process as "run a Roadmap.)

Your problem, in my opinion, is that you have the same "disease" infecting most FAs. (Don't feel bad. It's a highly contagious disease that inflicts almost everyone in our business. It's curable.) That is, you see some people as "centers of influence" who can refer you to others / "direct you to their constituents" instead of as human beings you can help by completing their Financial Road Map® and helping them get their entire financial house in perfect order and keep it that way forever by making smart choices about their money that are in alignment with their most important goals and their most deeply held values. Some of your Ideal Clients are well-connected people who can introduce you to lots of other people who can benefit from learning about Values-Based Financial Planning™, like the person you reference from MLB. Some of your clients are professionals whose clients can benefit from learning about Values-Based Financial Planning™, like accountants, attorneys, money managers, insurance agents, real estate agents, mortgage brokers, financial planners, doctors, etc.

First and foremost, see people as human beings you can help instead of as COIs who can help you. Can you envision how much more positively these people will respond to you when your intention is to help them instead of to get something from them?

If you choose to continue your journey with BAI and commit to the entire Values-Based Financial Planning turn-key business model, we will teach you our referral process and help you shift your way of being to align with what I'm describing. There's a reason why it's a 2-4 year journey. Mastery is a journey.

The "script" you request from me already exists. Invite this person to come to your office with their spouse and all of their financial documents for the reasons that it will benefit them to do so. Use your scripts for the "pivotal questions" to respond to their questions.

You can create your Ideal Life in 4 years or less by building an Ideal Client Community, by referral only, using the Values-Based Financial Planning™ Turn-Key Business Model.

Also listed in

Referral Process/ Misc.

Financial Road Map® Misc.

« I realize mine is not the optimal model, but until I actually...

For the last 10 years we go annually to Charity a function for a... »

Others in this category

For the last 10 years we go annually to Charity a function for a Dialysis Association. Our neighbors assist their sister (who is a kidney transplant recipient) to organize this. The neighbors nor the sister are Ideal Clients - not delagators. My aim is to get to the medical specialists and treat and do the kidney transplants and a couple that attend the charity ball each year. There are potentially a few people who could potentially be Ideal Clients at the ball with own business etc. My thoughts were of donating say 3 of the VBFP books per table ( the customized books are due arrive on 10th May and the Charity Ball is on the 14th May) I could include a Financial Road Map® conversation over the phone This may be beneficial to the people concerned and I may be lucky to get an Ideal Client. Perhaps I could contact the doctors at the dialysis unit later and mention I donated the books, if they received a copy and if not--- it may be of interest to them.--- would they like a book sent and set up a 20 minute phone conversation. Bill, what do you think? Can you suggest more or something else? If you agree I will try to draft up a couple of phone conversations --- first to the charity ball organizers (my friends) and secondly the doctors at the dialysis unit.

Should the implementation of a clients plan be done in a single Implementation Meeting or should it be done over several meetings as to not overwhelm the client with information? Currently my dealer has developed something called the total client experience which calls for meeting with the client 5 times in total. Here is an overview of the meetings; 1-introductory meeting,2-portfolio management meeting,3-risk management,4-banking relationship review,4-tax/estate planning, and 5-progress review meetings. I like how it breaks everything down. The things that I have changed based on what I have learned here already are; replacing the initial meeting with the Financial Road Map Interview™ and getting rid of everything like useless fact finders that ask the same thing over and over and leading (probing) questions. I am just not sure what you would advise on the number of meetings to implement.

I completed a Financial Road Map® with this gentleman and his wife. He loved the experience and was very excited to go ahead and have us create an action plan. We requested additional information needed to complete the plan. I then received this email (see below). How would you respond? Thanks. Morning, Michele and I had the opportunity to sit down with an investment adviser yesterday and discovered that Optimal Performance is not only an investment company but also a financial planning firm. Embarrassing for me, as we have worked with Diane for over five years and she has helped us manage a myriad of financial challenges over that time. To realize that I have not fully taken advantage of her years of experience her expertise was "uncomfortable" to say the least. That said, Michele and I have decided not to continue moving forward with Ideal Life and re-engage Diane since we are already paying for that service. Additional, I am sure you can appreciate that we do not want to put our relationship with Diane in jeopardy especially after she has been a cornerstone for us. I have reviewed our chequing account and as of Friday, our cheque has not been processed and we would ask that it does not happen. We are prepared to pay a small fee for the work to date (including the Value-Based book) and will issue another cheque to cover that amount. I can have that available when I come to pick up our binder. As you witnessed, we were ready to make the move to see the plan and realize this a disappointing news however this is the right thing for us and aligns with the values we hold true.

If a prospective client doesn’t want to pay the entire fee for a written financial strategy, should I consider offering a lower level of service, such as quarterly coaching calls? Or is it a better strategy to offer either the Financial Plan or nothing?

I am building a pool of groups I will approach to offer the Ideal Life PowerPoint (Self Referral) program. The script for the program is comfortable. Is there a script for how we would approach these groups to make the offer?

» More articles