I could really use your help with how I can go get clients without firing my Ideal Clients who don't give me 100 referrals or cold calling a list of people from my organizations that I do not know. I have 10 Ideal Clients, all of which all are previous clients. Frankly they are just now seeing the benefits of the difference between the Old World and New World as we added a lot of value and met regularly in the Old World. I have received referrals from almost all of these clients in the Old World. I am getting new referrals from these Ideal Clients, but not 100-200 per client. I am only getting one to two per referrals per meeting, per client. I understand the ‘In or Out’ theory, however, I don't have the financial freedom yet, to fire all 10 of my Ideal Clients if they don't give me 100-200 names.

You should not have to threaten to fire them for them to be excited about introducing you to everyone they know who could benefit from knowing about Values-Based Financial Planning™ and you. There is a HUGE amount of room between the two extremes them being reluctant to refer you to everyone they know or ending the relationship. Operate in the "space" between those 2 extremes.

Follow the script / process, go deep, and ask the question, "with whom would you like to share the gift of inner peace, greater marital harmony, and more confidence about the future?" (Fill in the blank with what your client told you is their emotional payoff of working with you.) If they can't think of anyone or only offer a couple of referrals, ask, "Let's go about this from a slightly different point of view. Let's consider everyone you know and discuss why they should NOT have Values-Based Financial Planning™ put in their world. I see you brought your phone. Open your contacts to 'A' and tell me the name of the first person in your contacts."

Once they have the name, ask, "Is there any reason why ____ should not receive the gift of knowing that Values-Based Financial Planning™ exists so they have potential to experience inner peace, greater marital harmony, and more confidence about the future?" Client: "Uh.... I can't think of a reason why they wouldn't want that." You: "Terrific. We'll give them the gifts. Who is the next name in the ‘As’ of your contacts?" Lather. Rinse. Repeat.

The tendency might be for your clients to do too much filtering to figure out who would be a good client rather than who would just benefit from knowing about Values-Based Financial Planning™ and meeting you... no strings attached. When this happens, you have to redirect them to what the gift actually is and the potential value of that gift. Keep in mind that the gift is 4 things: 1 Values-Based Financial Planning book, 8 Values-Based Quality of Life Newsletters, 1 20-minute phone consultation, and 1 Financial Road Map® experience. No strings. Who would NOT benefit from receiving this gift? (You are not promising to become their advisor or write their plan or help them get their Financial house in order, etc. You are just offering this 4-part gift.)

Your expectations also play a role in the outcome. Do you expect to get referred and introduced to everyone they know who might get value Values-Based Financial Planning™? This should be your expectation.