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How would approach a self-referral situation at a function where generally there are groups of people talking with each other. Would you interchangeably ask questions of the people you are talking to and this could be two people or more and then if relevant offer the gift to all if appropriate?

Article ID: 492

Last updated: 20 Nov, 2019

Yes.

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I am starting to attend a lot of networking events. At these... »

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Often, when I am engaged in Self-Referrals with high-net worth prospects, I will encounter a prospect who expresses some interest in Values-Based Financial Planning™, however, they will wander off into a conversation about another, non-related investment topic. What scripting suggestions do you have for this circumstance?

At the last Academy (January 2012 Academy 2), you mentioned that when someone asked us ‘What do you do, aren’t you a Financial Advisor?’, we should say ‘No.’ What do you say if you are still transitioning out of a position as a Financial Advisor- a role you plan on exiting at some stage?

I have an existing client worth a million dollars (Richard Clarke) who has not been introduced to Old World/ New World™ yet. He could potential be an ideal client and I plan on doing a Financial Road Map®. I was previously trained by CEG Worldwide John Bowen and company. He would like me to manage his mothers’ million dollars and before doing so his sister would like to meet me prior to them hiring us. This opportunity occurred before I starting training in the Values-Based Financial Planning™ program. Can you please provide some insight and perhaps an agenda of things that you might discuss in this initial meeting with the sister? My goal would be to do Financial Road Map® meetings with the whole family. I’m interested in hearing your thought process regarding this scenario. The meeting is in the client’s home. I understand the meetings should be at my office and in the past Richard comes to see me at my office. He asked me to do him a favor and have a cup of coffee with him at his home since his sister was in town and staying with him. The mother and sister both live in Arizona. The mother has 1 million liquid and the sister has around 16 million liquid.

I have a couple clients that I have known and worked with at Fisher Investments. They have been very close to hiring me prior to my involvement with BAI. The following is an email I plan on sending to one of them I was hoping you could review it and give me some feedback?

I wanted to get your feedback please on this email I received from the Chamber of Commerce, where I am a relatively new member. The Chamber sent me a letter inviting me to a Trade Show. The invitation noted that the Trade Show was a great opportunity to display products or services, discover new businesses and network with other business people. My questions to you are: 1. Would you attend this event? 2. If you did, would you attend it exclusively to complete Self-Referral Conversations™? 3. The invitation mentioned renting a booth to showcase your business – what is your take on this? I was thinking of going to the Trade Show for the purpose of conducting Self-Referral Conversations™ with business people. I am not sure, however, about the idea of having a booth at an event like this.

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