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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Can you describe what a typical deliverables team looks like?

Do we set a fee and then reduce it for what we collect in advisory fees (% AUM )and then bill the difference?

I realize mine is not the optimal model, but until I actually get an Ideal Client and transition to referral only, it is the one I've got. Here is my situation -- I've met with a few attorneys since my return from the Academy, actually took out the Financial Road Map® and tried to get them to go through it with me [they all refused and I do not expect that to change] but they all were intrigued enough with what I was saying to ask me for the words for them to use [most likely in an email] so that they could tell their clients about me and give them the chance to contact me. No, they will not give me their clients' names for me to contact directly; nor will they send the VBFP book/Road Map to their clients on my behalf. They want a short blurb on what I do, what makes me appealing/different, etc. so that THEY can make the INTRODUCTION/REFERRAL. I've learned from the Financial Road Map® Interview that what we say, how we say things, the language we use, etc. are all critical to the rapport building. So, with all that in mind, what words would you suggest I put before the attorneys so they can make a "warm" third party referral without having experienced the Road Map first hand [again, they won't do it, but I am confident they will make introductions].

The emphasis in Values Based Financial Planning™ is obviously on how to make one's money work to the best advantage for the client. Some people might question this philosophy as being less than a balanced approach to other quality aspects of life's journey. How might we respond to such a question?

I am struggling as I develop a week’s plan that allows for 8 hours for deliverables and 8 hours for Client Acquisition. I need help with a pattern that would involve both the mornings and the afternoon. Other than the patterns in the book, what would you suggest as to how to structure the week?

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