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I have an Ideal Client who has given me referrals but has not contacted the referrals for permission to send the books, newsletters, and follow-up call. What’s the conversation to have with the Ideal Client so that they will follow through and contact the referrals so that I can finish the process?

Article ID: 463
Last updated: 20 Nov, 2019

See page 5 & 6 of the Implementation Meeting Referral Conversation™ script and pages 5-7 of the Progress Meeting Referral Conversation.

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Home > Resources > The Referral Process Documents & PowerPoints > The Primary Referral Process

You will see two (2) scripts under ‘The Primary Referral Process’

1. End of Implementation Meeting Referral Conversation™ (Please review, specifically pages 5-6)
2. End of Progress Meeting Referral Conversation (Please review, specifically pages 5-7)

Two questions I would ask about the referral conversation
1. Did they clearly agree to contact their referrals (soon) and get back to you about sending the book(s)?
2. Did you email them a summary with clear instructions (as outlined in the script) of what to say to each referral using the M.I.S.C. information you gathered from them about the friends, family members, and colleagues to whom you are being referred?

You might add the question at the end of the Referral Conversation™, "When should I put a note in my calendar to follow up with you if I have not heard back from you before then to send the book(s)?"

Also listed in
folder Progress Meeting
folder Referral Conversation™
folder Referral Process/ Misc.
private Referral Conversation™ -> Referral Conversation™ Misc.
private Referral Process/ Follow-Up Phone Call -> Referral Process/Follow-Up Phone Call Misc.

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b I recently asked an Ideal Client to commit to the 3 meeting process by putting our next 3 meetings on the calendar. She replied, "Honestly that's hilarious! I don't even know what next week looks like". She left our meeting with only the next meeting on the calendar but I would like to get the other 2 meetings on the calendar. My reaction is to explain that to deliver comprehensive advice; that it helps to be totally organized with all my deliverables team well in advance. Is there any way to approach the comment or think about her response?
b I am struggling not discussing an ongoing fee in Financial Road Map® Meeting. During this conversation the clients ask me how much? The Financial Road Map® Meeting has been around 45 minutes so far and going well. I say $5,000 for the initial plan. They say what do you get? I then run through my 2 page letter of engagement which outlines upfront and ongoing service offering and takes another 45 minutes. After 1.5 hours I feel like the clients are tired and the "would you like to proceed” has lost its presence because of the meeting time. How do I avoid this? I would love to skip the letter of engagement all together, should I just briefly talk about deliverables team (which I have) best-in-class Subject Matters Experts. I am also struggling to understand in the Implementation Meeting how to address the ongoing fee is $1k-$3k per month and not go over the plan in any detail.
b Prior to hiring Bachrach & Associates, Inc., I had already created several of the deliverables on an annual basis for clients. I have been charging between $500 and $1,000 for this type of planning in addition to AUM wrap fees. Can you help me gain clarity and perhaps some verbiage on why a current client should pay 2x-3x times what they are used to?
b What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"
b After the initial Financial Road Map Interview™, when do I collect more details from the client to put together a detailed implementation plan, which is the next meeting, if the person becomes an Ideal Client? The Financial Road Map Interview™ does not collect the detailed information needed for a detailed implementation plan.
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