I had a client who actually gave me 4 names but we ran out of time to write notes so I sent her home with the sticky notes to write on and mail back to me. She didn't follow through and at our Implementation Meeting she gave the sticky notes back to me and said she was too nervous and petrified to write the notes and tell her friends the book would be coming. I was caught completely off guard and stumbled through a response to her and left it at that. This lady was nearly in tears when I originally asked about the benefits of working together and when she initially thought of the 4 names. I know she appreciates the work we're doing but she says that she doesn't like to talk about this kind of stuff with others. She felt it is harder than bringing up religion.

Article ID: 425

Last updated: 20 Nov, 2019

BB: The fundamental problem is that your question refers to "clients" and not "Ideal Clients."

Ideal Clients LOVE you, they LOVE Values-Based Financial Planning™, and they LOVE to introduce you to others, right?

Focus on Ideal Clients and building your Ideal Business by referral from Ideal Clients.

My following comments are to help you build your Ideal Business by referral from Ideal Clients.

As a member of Committed Advisor Program you have access to many tools and resources to help you with this.
- I spoke about this on today's Committed Advisor Study Group webinar. - The archive of Committed Advisor Study Group "Cracking the Referral Code" webinars - Academy 2 Recordings, Jan and July 2011 - Rick Barrera's ‘How to Talk to a Human’ sessions at the 2011 Academy 2, January and July.

Use clarifying and expanding questions, "What do you mean by 'stuff'?" "Tell me more about that." You are not asking your client to talk her friends about money. She is making a referral and introduction to a process and a person she believes in. That's it. If she believes in the process and believes in the person (you), there is nothing to be nervous or "petrified" about. You even have a process for all this to follow. If she were truly an Ideal Client she would follow it, comfortable or not.

Also listed in

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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