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How frequent should I follow up with a client referral? With a self-referral?

Article ID: 385
Last updated: 20 Nov, 2019
Every day until you connect with them or whenever they come up in your Follow-Up Phone Call cue, whichever comes first.
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b What language do you use to set up a Financial Road Map® with prospects?
b During the Follow Up Phone Call, is it preferable that we request that both partners be on the Phone Consultation™ but be ok if we only are able to schedule the one we're speaking too?
b I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.
b You are conducting a Follow-Up Phone Call and the book recipient responds, “Before I agree to schedule the Phone Consultation™, I’d like to read the book first”. I normally tell the person at this point that the purpose of having the 15 minute Phone Consultation™ is to save them the time and trouble of having to read the entire book, that we will get the major concepts of the book out to them quickly so that they can more quickly be freed up to have more time for Meaningful, Important, Significant and Compelling Conversation. However, they almost always say that they want to read the book first. How would you handle this?
b 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.
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