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?

Where they wander to is superfluous / irrelevant to making an offer to give them a book and 20-minute Phone Consultation™ based on something relevant for them. As long as the offer and the relevant thing(s) are, well... relevant, make the offer. It could sound like this, "Based on our conversation I believe that you getting a copy of Values-Based Financial Planning and us spending 20 minutes on the phone to discuss how the concepts in the book could be valuable for you because __________________________ would be a good use of your time. Where would you like me to send the book?

Them: What about active management versus passive management? You: That really has no bearing on the fact that based on our conversation I believe that you getting a copy of Values-Based Financial Planning and us spending 20 minutes on the phone to discuss how the concepts in the book could be valuable for you because __________________________ would be a good use of your time. Where would you like me to send the book?

Them: What about me having worked with the same investment advisor for 47 years? You: That really has no bearing on the fact that based on our conversation I believe that you getting a copy of Values-Based Financial Planning and us spending 20 minutes on the phone to discuss how the concepts in the book could be valuable for you because __________________________ would be a good use of your time. Where would you like me to send the book?

Them: What about the economic turmoil in Greece / Iran getting the bomb / the price of oil / the price of gas / the unrest in the Middle East / if the Democrats win the Presidency again / if the Republicans win the Presidency / the price of gold / the latest article about ______ in _________ newspaper or magazine / if pole dancing becomes an Olympic event? You: That really has no bearing on the fact that based on our conversation I believe that you getting a copy of Values-Based Financial Planning and us spending 20 minutes on the phone to discuss how the concepts in the book could be valuable for you because __________________________ would be a good use of your time. Where would you like me to send the book?