I am calling people I haven't spoken to in two years. I was involved with bringing these prospects to be new clients at a trust bank I was working for at the time. How would you propose I best introduce them to the New World? I have tried the Old World New World™ introduction. I can get a meeting with many of these people but have not been able to get them to bring either their spouses or their documents. I feel I would do far better with an intermediary stage and what I understand of the self-referral process.

You are correct that there is a more comprehensive approach to contacting your previous prospects with our self-referral process which you will learn as a member of the Committed Advisor Program and have an opportunity to practice and build skill with that at the January Academy.

The Old World New World™ conversation is something that primarily happens in the Commitment to Hire Conversation™. You don't lead with this when making a call to someone you have not spoken with in a long time. The Old World New World™ conversation is really for your existing clients. I suggest that when you contact your past prospects that you focus on the value to them for completing their Financial Road Map®. As you know from you experience conducting Financial Road Map® interviews, there are many benefits of having a complete Financial Road Map® for both spouses. Make the call, make the offer to complete their Financial Road Map®, answer their questions, and schedule as many appointments as you can. Some will. Some won't. Who's next?

At the Academy we discussed some ways to articulate the importance of bringing documents and spouse to the meeting (Home → Academies → Academy 1 → Academy 1 Recordings → October 2012 Recordings). Perhaps when you listen to these recordings there will be some language that you can include in your scripts. And there are some questions and answers on 24/7 Content Coaching that might also be helpful when crafting your answers to the questions you actually get when making your prospecting calls.