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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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Referral Process/ Follow-Up Phone Call

Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Referral Conversation™ Misc.

Referral Process/ Follow-Up Phone Call -> Using MISC information

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If a client offers to contact people she has referred me to (she made out notes to 4 potential clients) should I accept? One client offered (after writing these notes) to contact each person by phone or email and tell them about me. What works best in this situation?

I had a client who completed an implementation meeting but was not very effusive about the benefits of our work together so far. She is an elderly lady who is very passive and doesn't seem to have many friends she hangs out with. She sticks with mostly family who are all broke.

I was just hired this week to work with a former professional (European, not NBA) basketball player. He does not have a lot of money, however he referred me to 3 current NBA players and a current college basketball coach of a major NCAA school. All 4 would qualify as Ideal Clients. All of them make between $1-6M / year income. One of the players is a veteran and has earned about $100M over the course of his career. My client is willing to help me meet these people. I spoke with my Accountability Coach about how best to pursue these referrals, and he suggested that I submit this question to you. Any recommendations?

I am a little frustrated at the present with the referral conversation in the Progress Meetings. In most of the referral conversations I am getting good emotional responses to the work we are doing and clients have noticed the change from the old service. When we get to the referral conversation, however, I am finding it difficult to get the clients to introduce me the people they know. I have used a lot of the responses you have coached recently and none seem to be working. (It could be that I am not delivering this right). However clients seem to understand what we are doing, (i.e. not soliciting) but still will not introduce me to anyone. It seems to be their view that they are all around the same age and all sorted out and have been with advisers for a very long time. I am coming to the conclusion that, given that my client base is mainly post-60 years of age and not working, maybe this is the way they think. I know that, in your eyes, they would not be Ideal Clients anymore but I am now concentrating more on the self-referral process which is a harder way to go but better than me continuing this process with my clients. I am very interested in your comments.

When I conduct the Referral Conversation™, at what point do I discuss the results of previous referral telephone consultations? In this case, the referrals did not want to meet to have a complete Financial Road Map® done. I want to be honest with my Ideal Client, but don't want to make her feel badly because these referrals didn't gain as much value from the telephone process like she did.

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