Recently I have completed due diligence and purchase of a direct property investment with one of my ideal clients. Following this transaction I have had a subsequent meeting with the investment administrator and he has given me a lead to another of his investors who, the investment administrator indicated, seemed to be a bit unsure and could possibly benefit from professional advice. To be clear this was not a referral, in sales school/language it was a lead, given as a way to encourage me to show more clients his investment options. I have completed some research on this lead and he is definitely someone that I want to talk to and have him and his wife in for a Financial Road Map® Interview. How do I make the initial contact with this potential client without coming across as a salesperson following up on a lead? I am considering a letter introducing myself and my business, followed by a phone call, however I am concerned that this will be dismissed as just another sales pitch.

Article ID: 525

Last updated: 20 Nov, 2019

All you can do is make the contact and tell them the truth about how and why they would benefit from having their Financial Road Map® completed. They may say yes or they may say no, but that's really all you can ever do. You might also try to turn it from a lead into a referral by asking the investment administrator to make an introduction.

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Before Financial Road Map™ -> Initial Contact with Prospective Clients

Referral Conversation™ -> Referral Conversation™ Misc.

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