When building our house I came across some people who ran successful businesses. I do not, however, know them that well. What would be a good script for talking to these people where I don't know much about them, they may not even remember me and I don't want to come across the wrong way when I talk to them.

Article ID: 417

Last updated: 20 Nov, 2019

If you don't think they will remember you have crossed the line to a cold call, or very close to being a cold call. We don't recommend cold calls.

Check out the Self-referral flow chart on www.committedadvisor.com. 'Step 1: Opening and the purpose of the call.'

You have to at least know enough about a person when you call them to justify the call and open the conversation. If you don't, don't make the call.

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Can you please suggest an appropriate scripted reply, when my clients (often happens in the Values Staircase™ Conversation) ask me, "Are you a life coach or counselor?” I’m looking for a response that has a yes but we are also so much more impactful i.e. a wow factor that’s compelling, succinct and all about them.

When I am calling prospects (not clients) that are already in my company's database, is it better to use the Self-Referral Process or the Financial Road Map® scheduling script?

I have an existing client worth a million dollars (Richard Clarke) who has not been introduced to Old World/ New World™ yet. He could potential be an ideal client and I plan on doing a Financial Road Map®. I was previously trained by CEG Worldwide John Bowen and company. He would like me to manage his mothers’ million dollars and before doing so his sister would like to meet me prior to them hiring us. This opportunity occurred before I starting training in the Values-Based Financial Planning™ program. Can you please provide some insight and perhaps an agenda of things that you might discuss in this initial meeting with the sister? My goal would be to do Financial Road Map® meetings with the whole family. I’m interested in hearing your thought process regarding this scenario. The meeting is in the client’s home. I understand the meetings should be at my office and in the past Richard comes to see me at my office. He asked me to do him a favor and have a cup of coffee with him at his home since his sister was in town and staying with him. The mother and sister both live in Arizona. The mother has 1 million liquid and the sister has around 16 million liquid.

The topic of financial planning came up with a prospective client at a party. Essentially he said that he only works with a planner that makes as much, or more, than he does. So his planner is a woman making $8m a year. What should my next conversation be with him?

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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