I had a Referral Conversation yesterday with a client couple. The benefits to clients were taking the worry out of their life and taking the pressure off of them. I was a little lost on how to dig deeper on this. I did use the phrase ‘How does this impact you day to day?’ I did not, however, receive an emotional response. How would you go about digging deeper with this type of response? This is an area I believe might be holding me back from clients introducing me to people they know although I set the expectation that in the next meeting I will expect them to have names of people to introduce me to.

Article ID: 411

Last updated: 20 Nov, 2019

Your choices for going deep are questions for Clarifying (What do you mean by ______?), Expanding (Tell me more about ___________.), and / or Impact (What impact is _______ having on your life?) One of these 3 questions will almost always work as the next question to whatever response you got from the last question.

That being said, I think you have some pretty good content with "taking the worry out of life" and "taking the pressure off." Better to go deep, but even if you don't, those are pretty good gifts.

Also listed in

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

« I am in the Ideal Life Evaluation Program. I don't have all...

I had a client who referred three friends to me at an... »

Others in this category

I wanted to get your feedback please on this email I received from the Chamber of Commerce, where I am a relatively new member. The Chamber sent me a letter inviting me to a Trade Show. The invitation noted that the Trade Show was a great opportunity to display products or services, discover new businesses and network with other business people. My questions to you are: 1. Would you attend this event? 2. If you did, would you attend it exclusively to complete Self-Referral Conversations™? 3. The invitation mentioned renting a booth to showcase your business – what is your take on this? I was thinking of going to the Trade Show for the purpose of conducting Self-Referral Conversations™ with business people. I am not sure, however, about the idea of having a booth at an event like this.

A client reluctant to give referrals says, “I am the supervisor of everyone I with whom I work. I am uncomfortable with introducing these folks given the potential for people to see it as me using my position to influence my staff.” That one was new for me. Suggestions?

I have been feeling and expressing more conviction in my Referral Conversations™ with those who have provided referrals in the past, and either less conviction or sometimes skipping the conversation altogether with those who have not. Other than "perfect the conversation, and do the conversation the same way, every time, similar to the analogy of great athletes perfecting their swings and repeating it the same way every time", do you have any other suggestions?

I'm going to start cold calling companies in my area to try and present the Ideal Life Group Presentation to their employees during their lunch break; a 'lunch n learn.’ I've come up with a basic script to use when making the initial call and I was hoping if you could run your eye over it to see if you think it would be OK or if you have any suggestions.

During the Referral Conversation a client says....we have spoken to all our friends and they are taken care of. How would you respond. In my head the clients answer does match the question. I am offering to introduce people to Values Based Financial Planning™ and have a Financial Road Map® completed.

» More articles