The scripting at the end of the 15 minute Phone Consultation™ has us inviting the referral in to do the Financial Road Map®, when we told our client that we're sending this as a gift and we told the referral that our call was to help them get value from the concepts in the book. How do we convey with our words and our Way of Being™ over the phone that them coming into our office with all their documents to do their Financial Road Map® is not interpreted as a solicitation?

Article ID: 54

Last updated: 20 Nov, 2019

Follow the script. There’s nothing in the script that states or implies that you are offering to be hired. It’s part of the value that you provide. And follow the Financial Road Map Interview™ process and script. If during the Financial Road Map Interview™ you decide that you would like to offer your services based on the experience the client is having which indicates that they would be a good fit for your business then you offer that by doing Commitment to Hire. If not, you don’t. This is a decision made during the Financial Road Map Interview™, not before, therefore you are not “soliciting” business. You are providing a service which may lead to doing business and that’s not solicitation.

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When making Self referral phone calls to people I know, some people know me from community work such as coaching, and don't really know what I do. After the opening as you & Doug Carter recommend they ask: What do you do? My answer has been: “Because we believe that there are more important things in life than money…… we will ensure that every financial decision you make for the rest of your life will be completely aligned with your most important goals and your most deeply held values….. With that in mind_______, what is one thing in life that is more important than money to you?” Is this ok, or would you recommend something different?

A few times I have received the response of "I would like to read the book first before we speak over the phone about it" even after I have shared with them that reading the book is not a pre-requisite to our Phone Consultation™. The response has come from "self-referrals" when I call to assess whether the book would be of benefit to them or not. I would appreciate your input on this matter.

How do I respond when book recipients say, "Call me in a later next month (etc.)"?

I am just starting on my journey with 6 ideal clients and calculated the number of phone call meetings I need to make(to be Done in 4 years or less)as 5/day. What activities do you suggest I be doing now/ASAP, to ensure I am getting these numbers so I can fill my activities calendar each day?

I am now in the CAP program. Out of the 60 existing households I have 10 Ideal Clients. These clients have all been with me for 8+ years. For lack of a better word I've worn out my referral welcome with these folks. I'm in Rotary, Lions, Chamber of Commerce, and some other social networks. Of the many people in the Chamber I'm only familiar with a few, so I feel like I have to at least go talk with each person to get a self referral, find out a little about them and introduce myself since we have never met in person. I'm not having a lot of success with this in converting people to Ideal Clients. Most of my Ideal Clients are retired and not still working. I've finished all aspects of my Deliverables Team and trained a new internal staff since the last academy. To be bluntly honest I have time blocked time on my calendar for client acquisition, but just don't feel like I have a qualified (and I stress that word) list of candidates to call on for the process. Based on the 113 Ideal Clients I will need I'm going to have to call on almost 1,000 people to reach my goal of 113 Ideal Clients. I'm really struggling and would greatly appreciate your input on where I’m going to get all of these people? For our service to make sense they have to have a minimum of $500K, but really would be better for $1M+. I could call on people all day long with no money, lack there of, or a couple hundred thousand, but it would be a real waste of my time, yours, theirs, and my families time, because it won't create any REAL results even if they have a good experience.

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