After the Referral Conversation at an Implementation or Progress Meeting, send an email with a summary of the Referral Conversation. In that summary will be a few key things that are important for your client to share with the referral during that introduction to you.
These key things are listed below: (Template for what you, the advisor, are emailing to your client for them to introduce you to their referral)
1. That you have asked me to send them a copy of Values-Based Financial Planning… no strings attached.
2. The reason you believe that their knowing me and about Values-Based Financial Planning will help have some positive impact on something that matters to them.
3. How knowing me, and about Values-Based Financial Planning, has impacted you by __________. (insert the earlier, deep emotional response from your client about the value to them)
4. That I am not trying to sell them anything.
5. Something favorable about my character or personality. (Not something about my technical ability as an advisor.)
Please review pages 5-6 of the Implementation Meeting Referral Conversation script and pages 5-7 pf the Progress Meeting Referral Conversation for more assistance.
To locate the most current version of these scripts above, please login to www.committedadvisor.com and follow the path below:
Home > Resources > The Referral Process Documents & PowerPoints > The Primary Referral Process.
