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When I am trying to go DEEP in the Referral Conversation and the client is explaining their feeling of comfort, security etc, and I am asking how does this effect you day to day etc, sometimes the clients start asking questions that take me out of the Referral Conversation. What is the best way to get back into the conversation without being rude or ignoring their questions?

Article ID: 396
Last updated: 20 Nov, 2019
"I appreciate your question and I'll be happy to address it later. Tell me more about _________________ (fill in blank with one of their deep, emotional words)?
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folder Referral Process/ Follow-Up Phone Call
private Referral Conversation™ -> Compelling Referral Conversation™ Help
private Referral Conversation™ -> Referral Conversation™ Misc.
private Referral Process/ Follow-Up Phone Call -> Using MISC information

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b I have had the Referral Conversation™ at my last two Progress Meetings and the response has been positive both times…. “I will get a list of people to introduce Values Based Financial Planning™ to, for our next meeting”. What would you say to her when she has NOT provided the list of people to introduced Values Based Financial Planning™ to that she has mentioned she would bring now twice?
b During the Referral Conversation™, I am frequently met with the answer that my clients’ friends do not trust the company name from previous experience and that it has nothing to do with me. Sometimes the clients admit to being selective in regards to whom they would refer. So, I am wondering what would be best to say besides, "Why don't we let them decide for themselves?” or, “Let's follow the process.” I find that they are resistant because of the above factors.
b How should I handle an existing Ideal Client who refuses to give me referrals during an Implementation Meeting? I am anticipating they will not give me referrals because they have not done so in the past.
b I feel like I am over analyzing the right questions to ask in a self referral conversation. The result is somewhat paralyzing. If I have some knowledge of the prospect, his occupation or family situation, what question or questions I should start with. It seems like I am trying to find out if they have other things in their life more important than money or if they are confident in their financial future or if they are comfortable that their entire financial house is in perfect order. What do I ask to lead in to a discussion of the above?
b Can you go through what a compelling Referral Conversation™ sounds like?
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