No. Just make the call and leave a message following the same script / process / template. Some people will call you back after one call, some after several, some after many, some after dozens of messages over days, weeks, months, quarters or even years... and some will never call you back. In other words you will finish building your Ideal Client Community without making contact with everyone to whom you were referred.
The only thing you might consider, which we have discussed in previous Academies, Committed Advisor Study Group webinars, and on this Q&A site is getting your client involved to reach out to their referral to encourage them to return your call. This could be done on the phone before your next Progress Meeting and most definitely at the next Progress Meeting.
The less successful business-builder tends to over think why people aren't calling them back. The more successful business-builder makes the next call.
Here is an example from one of our Committed Advisors:
Bill,
You may remember that I asked you how many times should I be calling a person before I stop calling them.
I knew what your answer would be, since I had heard it before at the academies, but it was good to hear it again.
I have been calling a person, let’s call her Cheryl, on my referral list since May 2, 2014. Leaving messages each time, up to a couple times each week.
Today, I FINALLY reached Cheryl.
Cheryl’s response to me when I reached her was, “Hi Chad. I have been out of town for the last few months taking care of my mother. I wasn’t ignoring your messages, I just only got them when I returned home. What can I help you with?”
There were a number of times over the last few weeks, including today, when I thought, “Don’t waste your time. If they wanted to talk, they would have reached out to me by now.”
Cheryl had gone through the Phone Consultation about ____ years ago. She never wanted to get together to do her Financial Road Map®. But today, we scheduled her Financial Road Map® with her and her husband.
