I have a couple clients that I have known and worked with at Fisher Investments. They have been very close to hiring me prior to my involvement with BAI. The following is an email I plan on sending to one of them I was hoping you could review it and give me some feedback?

Don't send the letter / email. Besides the typos and grammatical mistakes, it does not clearly articulate your new value proposition. I'm not surprised about this because I don't believe it's possible to articulate the Values-Based Financial Planning® value proposition in a written communication which is why we have not done so or provided you with a template for such a written communication. It's also the reason we tell you to NOT attempt to do this on your website. It's an enormous waste of time, waste of money, causes brain damage, and does not produce prospects or clients.

Instead, what we have created is a step-by-step process for both referrals from clients and to refer yourself to people you already know, like past clients or prospects. We call it the "self-referral" process. There is a flow-chart and script for the self-referral process at www.committedadvisor.com. The essence of the process, if you have enough meaningful, important, significant, and compelling information about a past client, prospect, friend, former colleague, or family member, is to write a SHORT note on a 4x6 post-in note which you attach to the cover of the book. If you do not have enough meaningful, important, significant, and compelling information about the person to write such a note you call them on the phone, following the script provided, to engage them in a conversation to discover whether or not introducing them to Values-Based Financial Planning® is relevant for them. If so, you schedule a Phone Consultation™, write the note on the book reiterating how the book and the Phone Consultation™ will be valuable for them, and send them the book. During the Phone Consultation™ you will create a positive experience for them, again this is all scripted and there's a video demo for how this is done. Depending on how things go during the phone consultation, you may offer to have them come to your office to complete their Financial Road Map®. When you make the Financial Road Map® offer you will not explain, or over-explain, your entire new value proposition. Instead you will focus on how them having a Financial Road Map® is good for them, whether they choose to do business with you or not. The more Financial Road Map® interviews you complete the more personal experience you will have to draw from about the impact of the Financial Road Map®.

It's akin to dating before proposing marriage. I believe your letter attempts to propose marriage, which is premature. Instead you have several "dates," each one a positive experience that builds on the previous positive experience(s). In some cases the Phone Conversation™ dates and the Financial Road Map Interview™ dates will lead to proposing marriage (joining your Ideal Client Community) at the Commitment to Hire element of the Financial Road Map Interview™. It is at this point that you put your new value proposition offer on the table and answer their questions. There are scripted responses for the most commonly asked questions, we call these "pivotal questions," as well as visuals to support your verbal communication. We will practice the Commitment to Hire Conversation™ using these scripts and visuals at the upcoming Academy 2 in January. You got a bit of a preview of this at the Academy 1 in October.

At the upcoming Academy 2 we will cover and practice the referral and self-referral processes also.

Our system is based on developing highly polished people skills and lots of human interaction rather than a mass-marketing type of approach using cleverly written direct mail or email.