While looking for and asking for Group Self-Referral opportunities, do you think it matters if I email vs. call the contacts I have?

Article ID: 424
Last updated: 20 Nov, 2019
Do both.
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folder Referral Process/ Misc.
private Referral Conversation™ -> Compelling Referral Conversation™ Help


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b When I do the Referral Conversation™ with clients, I'm often getting the response that they'd like to check with the people they want to refer first to get their "OK" to give me their contact info. What do you recommend I say when this comes up?
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 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 How can I increase my referral ratio?
b Another Trusted Advisor and I are planning to get a sample of our Ideal Clients (husbands and wives) together for a cocktail party. Say 3x2 each - total of 12 people plus ourselves. The purpose is to really question whether the VBFP full service and our communication are the same - the 3 meeting process, being part of the Ideal Client Community, 144 point checklist, the 5 critical reports, etc - is working for them. Are we getting our message across or is our enthusiasm remaining with us? Sort of a Client Board of Review. What's working for them and what is not! If it is working, why then aren't our Ideal Clients referring more friends and colleagues to have a Financial Road Map® experience? The cocktail party is a genuine attempt to understand, learn and improve where there are gaps. Not just a subtle push for referrals! So, my questions are - do you think such a meeting would be productive? How would you frame the invitation? How would you stage manage the cocktail party? Are there any "scripts" that might be useful? And any other questions I can't think of yet!
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