When you are talking to people about what you do and using the 10 Pivotal Questions should your focus be on what the Financial Road Map® is or on Client Deliverables? It seems that many people find the 3-Meeting Process, 10 Client Deliverables more compelling than the Financial Road Map®, especially if they are already working with a broker or financial planner.

Article ID: 416

Last updated: 20 Nov, 2019

Start with the Financial Road Map® benefits and work into the others, if necessary, depending on the answers you are getting to the questions you are asking. If you are doing these conversations right, you are doing much, much more listening than talking.

Ask your questions and go deep with clarifying, expanding, and impact questions to determine whether or not "the offer" should be made. If you are not certain what I mean by "the offer" listen to your Academy 2 recordings and review the flow charts for the Self-Referral process on www.committedadvisor.com.

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Before Financial Road Map™ -> Phone Consultation™

Commitment to Hire Conversation™ -> Disengaging from Non-Ideal Clients

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Recently I have completed due diligence and purchase of a direct property investment with one of my ideal clients. Following this transaction I have had a subsequent meeting with the investment administrator and he has given me a lead to another of his investors who, the investment administrator indicated, seemed to be a bit unsure and could possibly benefit from professional advice. To be clear this was not a referral, in sales school/language it was a lead, given as a way to encourage me to show more clients his investment options. I have completed some research on this lead and he is definitely someone that I want to talk to and have him and his wife in for a Financial Road Map® Interview. How do I make the initial contact with this potential client without coming across as a salesperson following up on a lead? I am considering a letter introducing myself and my business, followed by a phone call, however I am concerned that this will be dismissed as just another sales pitch.

I had a situation where I initially completed a Self-Referral Conversation and then conducted a Phone Consultation™ with an older prospect. He liked the process and said that his two children would like the Financial Road Map® as well. The older prospect then said that he would give his children a copy of the Values-Based Financial Planning book to read. I was thinking on offering a book to each of the client’s kids and conducting Phone Consultations™ but not having the parent alter the process by providing their book to their kids. How would you respond?

Does adding the following phrase to the, "What do you do question," change the impact or sound too salesy? "I own a Values Based Financial Planning Firm. We help our clients enhance their quality of life by getting their entire financial house in perfect order and keep it that way forever.” The addition seams to add clarity to the, “What do you do,” question.

I am in a number of organizations; Rotary, Chamber, other service-type clubs. I have conducted a number of Financial Road Map® Phone Consultations and some in-person meetings with the people in these groups. However, there are a number of chamber members I have never met. There are some other service club members with whom I have never had a meaningful, important, significant and compelling conversation. Prior to the last academy I had scheduled time on my calendar to call all the chamber members and self-refer. My coach suggested I need to be calling people whom I have met in person and with whom I have had a meaningful conversation and I agree. He also suggested that I go get involved in things I am passionate about where people have money. Our community is mostly a retirement community and they play dominos, bridge, and golf, and attend social clubs and service clubs. I am not passionate about most of these things and a number of the clubs are age restricted to those of senior age. My coach also suggested that I look into Facebook & LinkedIn, but most of our base is retired, and a number of them don't even have a Facebook page. Some barely do email and some don't even own a computer. I want and am willing to GO GET CLIENTS, but I am really struggling with who, where, when to go to self-refer and get clients.

How do I get people to come to my office for the first meeting when they frankly sometimes don’t even know if they want to meet me AND to bring their documents? I know referrals are best and I am working towards referrals only, but this other prospecting method does happen sometimes and may be happening for others as they get started building their practices.

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