What would you do in this situation? I sent Values-Based Financial Planning to a Cardiologist from a self-referral I conducted a few months back. He would make a great client both financially and with his Way of Being™. He is, however, very busy. After leaving several follow up messages, he told me he was too busy and asked me to stop calling. I said ‘OK’ and we're still on good terms. I'll see him again this weekend. I was considering showing him my Deliverables Team Organization chart and also showing (not giving) him the 143 Deliverables checkpoints in an attempt to re-engage him with a better understanding of what we do. I believe he's looking at me like I'm a salesman.

Article ID: 467

Last updated: 20 Nov, 2019

First of all, as soon as you pull out charts and graphs to show the features and benefits of what you do, you will confirm that you are a salesperson. Instead, focus on the personal why reasons why he would get benefit from having the phone consultation to discuss how the concepts in the book will help him ____________.

Secondly, consider that the true Ideal Client "way of being" is someone who accepts the books, schedules the phone consultation at the same time, shows up for the scheduled phone consultation appointment, loves it, schedules their Financial Road Map® interview, shows up at the Financial Road Map® interview at your office on-time with their spouse and all their financial documents, and joins your Ideal Client Community at the conclusion of the Financial Road Map® interview.

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Referral Process/ Follow-Up Phone Call

Referral Process/ Follow-Up Phone Call -> Referrals Reluctant to Schedule Phone Consultation™

Referral Process/ Follow-Up Phone Call -> Using MISC information

« I conducted a Self-Referral and I have made many Follow-Up Calls...

Can you let me know if what I said in the following situation... »

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What language do you use to set up a Financial Road Map® with prospects?

I am not sure if I should explain what the Financial Road Map® is about or if this is too much detail. Sometimes when we email the client a list of the documents needed for the meeting they seem surprised. What should I tell them when asked what is this all about?

Can you let me know if what I said in the following situation was the best possible answer or if I should have given them more detail? I completed a Phone Consultation™ with a couple and it went well but they both indicated that they are not sure how the Financial Road Map Interview™ will apply to them. They just recently retired and they seem to keep going back to the statement that this Values-Based Financial Planning™ process applies to younger folks and not them. They are in their early 60's. She has skimmed the book I sent, and he has not. I did explain how ongoing monitoring of their financial house would be beneficial from a pro-active standpoint but I'm reluctant to go into too many details until they actually come into my office for their complete their Financial Road Map Interview™.

Do you have a script for appointment setting that works with a non referred client you are in the beginning stages with, that makes them feel comfortable bringing their large pile of documents to a first meeting?

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.

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