The topic of financial planning came up with a prospective client at a party. Essentially he said that he only works with a planner that makes as much, or more, than he does. So his planner is a woman making $8m a year. What should my next conversation be with him?

Follow the self-referral process. Use the Opening Statement. Follow up with Questions / Conversation about things that matter to him. If relevant, make the offer.

If his response to the offer is that his planner makes $8M / year, respond as you would to any trigger that basically says, "I already have an advisor."

When the offer is accepted, gather contact information and schedule phone consultation. Then go talk to another person.

When the offer is not accepted, go talk to another person.

Repeat until Ideal Client community is complete.