Sometimes what got you from where you were to where you are may not be the best way to get from where you are to where you want to be. Doing business over lunch may have been a strength that served you in the past and I appreciate that. As a committed implementer of Values-Based Financial Planning™ that strength is not necessary and, in fact, will work against you in the future.
Secondly, him or them? If he’s married his wife should be there. Implementation Meetings like all of your meetings are held in your office. Tell him that you appreciate the idea of him bringing a referral to his Implementation Meeting, but that it’s completely inappropriate to do so. You have a process for receiving and following up on referrals and you’ll talk to him about that at the end of the Implementation Meeting. Tell him to contact his friend or colleague and cancel. I can’t emphasize enough how much I have seen advisors wasting huge amounts of time by trying to do too many things too many different ways.
Have a process. Follow the process. If you are committed to Values-Based Financial Planning™ being your process then follow the process. It works very well without modification.
