I am in self referral land, and I've had a few occasions when I've been treated like a salesperson (I've already got an investment guy, you're a money guy, etc.). What is your compelling response to that?

It is the same you would have with a referral who says, "I already have an advisor," (see script for follow-up call in Mastery Series 2) because you have made the same offer. The offer being to give them a copy of a book that contains some concepts and ideas that will help them ____________, _______________, and __________________ (fill in the blanks with what they just told you matters to them) and have a conversation with them on the phone about how the concepts in the book will help them ____________, _______________, and __________________ .

Ask your questions, make a deep emotional connection, make the offer, answer their questions, give them the book, and schedule their phone consultation. Or not. Next.

I can't help but wonder, however, if you are really getting meaningful, important, significant, and compelling information during your self-referral conversation and then using that information effectively when you make your offer. Remember to go deep to make an emotional connection and then make the offer. It's hard to imagine many people refusing your gifts.

The other question, of course, is, "do you sound like an investment salesperson?" If so, mellow out and follow the process with a Trusted Advisor Way of Being and a true desire to just help the person, whether they would ever become a client or not.