During the Referral Conversation™, I am frequently met with the answer that my clients’ friends do not trust the company name from previous experience and that it has nothing to do with me. Sometimes the clients admit to being selective in regards to whom they would refer. So, I am wondering what would be best to say besides, "Why don't we let them decide for themselves?” or, “Let's follow the process.” I find that they are resistant because of the above factors.

Article ID: 516

Last updated: 20 Nov, 2019

"Refer your friends to Tracy Heichelbech, the human being. I will talk to them, human to human, about how the concepts in Values-Based Financial Planning™ will help them _______________. This is not about First Command. First Command is not Values-Based Financial Planning™. This is about one human introducing a human to another human to do something good for them. Can you do that?"

Don't include anything in the book that indicates you work for First Command. Just be a human helping humans.

Also listed in

Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Process/ Follow-Up Phone Call -> Referrals Reluctant to Schedule Phone Consultation™

« I have read all the FAQ's on the Centers of Influence. I did,...

I have put together a list of people I would like to meet; a Six... »

Others in this category

How should I handle an existing Ideal Client who refuses to give me referrals during an Implementation Meeting? I am anticipating they will not give me referrals because they have not done so in the past.

A client reluctant to give referrals says, “I am the supervisor of everyone I with whom I work. I am uncomfortable with introducing these folks given the potential for people to see it as me using my position to influence my staff.” That one was new for me. Suggestions?

When I am trying to go DEEP in the Referral Conversation and the client is explaining their feeling of comfort, security etc, and I am asking how does this effect you day to day etc, sometimes the clients start asking questions that take me out of the Referral Conversation. What is the best way to get back into the conversation without being rude or ignoring their questions?

I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.

While looking for and asking for Group Self-Referral opportunities, do you think it matters if I email vs. call the contacts I have?

» More articles