I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.

Article ID: 435

Last updated: 20 Nov, 2019

Hi, ______________, I was thinking about you today because I remember that you ______________________ (fill in the blank with something you know about this person that might, at least, be generally relevant to the benefit they might get from Values-Based Financial Planning™) Based on that, I think you might get benefit from some very interesting work that we're doing. I'm not calling to solicit your business, but rather to see if it would make sense to send you a copy of a great book called Values-Based Financial Planning. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if the content would truly add value. Do you have a couple of minutes?”

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Having met a group of professionals only 1 time at a small group meeting - what would you suggest I do to try and get these individuals as Financial Road Map® Clients? What is the 1st step?

When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

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.

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.

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.

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