I get referrals from TD Ameritrade and many times the referring representative at TD wants me to "reach out to" these people over the phone. Can you give me some help with a script to use on the phone? Typically, they really don't have any questions and the phone conversation can be a pitfall of awkwardness. I typically tell them about my discovery process. I would simply like to know how you would approach such calls. Some of these TD referrals have turned into Ideal Clients in the past. I simply want to be more effective with weeding out the Non-Ideal Clients and get more proficient about enticing the Ideal Clients to want to schedule a meeting.

Before you make the call, get as much information as you can from the TD person who wants to refer you about why they think you should talk to these people. Use that information to be more specific about why you are calling. The following script will be much more compelling when you replace the generic language with something specific and relevant to the person you are calling.

"________ from TD asked me to call and I promised that I would. He / she seemed to feel that there is something on your mind about your finances that I might be able to help you with. Is now a good time for you?"

Find out what's on their mind. If you think it would be valuable for them to come see you to complete the Financial Road Map®, make the offer to do so.