Another Trusted Advisor and I are planning to get a sample of our Ideal Clients (husbands and wives) together for a cocktail party. Say 3x2 each - total of 12 people plus ourselves. The purpose is to really question whether the VBFP full service and our communication are the same - the 3 meeting process, being part of the Ideal Client Community, 144 point checklist, the 5 critical reports, etc - is working for them. Are we getting our message across or is our enthusiasm remaining with us? Sort of a Client Board of Review. What's working for them and what is not! If it is working, why then aren't our Ideal Clients referring more friends and colleagues to have a Financial Road Map® experience? The cocktail party is a genuine attempt to understand, learn and improve where there are gaps. Not just a subtle push for referrals! So, my questions are - do you think such a meeting would be productive? How would you frame the invitation? How would you stage manage the cocktail party? Are there any "scripts" that might be useful? And any other questions I can't think of yet!

I like the fact that you are thinking about really getting to the bottom of what your Ideal Clients think and feel about your service and what has to happen for them to refer, if they are so happy with the work you are doing and like being an Ideal Client.

What you are describing sounds like a Referral Conversation with cocktails. Why not just have a really good referral conversation with them, either at the end of their next Progress Meeting or schedule a separate Referral Conversation meeting? The benefit of doing it with the individual couples is that it's easier for them to "go deep" about the value of their experience working with you when it's just the two of them.

For those who are reluctant to refer you are likely to hear the same excuses in a group that you would hear one-to-one. The bottom line is that are going to have to be very good at responding, whether in a group or one-to-one. What are the most common excuses you get from your clients who don't want to refer? What are your responses? Are these documented in your Referral Process Script Binder? Do you practice? There really isn't any need to invent new ways to apply the VBFP processes. They actually work as they are.