During the Referral Conversation a client says....we have spoken to all our friends and they are taken care of. How would you respond. In my head the clients answer does match the question. I am offering to introduce people to Values Based Financial Planning™ and have a Financial Road Map® completed.

Article ID: 550

Last updated: 20 Nov, 2019

What do you mean by spoken to? What do you mean by all taken care of?

Essentially just a little bit of clarifying and expanding will reveal that they perhaps are over explaining everything that you do. And you want to make sure that your clients are clear that all they're doing is introducing Values Based Financial Planning^™, a copy of Values Based Financial Planning and a conversation with you.

They are overreaching with this over explanation, and it's your responsibility to make sure that they understand that all they have to do is offer to send a book to people who don't have the book.

It might be a good idea for you to have a heart-to-heart referral conversation with these people, because this may just be an avoidance tactic on their part to get out of participating in the referral process. Use your judgment.

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Referral Process/ Misc.

Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals

Referral Conversation™ -> Referral Conversation™ Misc.

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I am a little frustrated at the present with the referral conversation in the Progress Meetings. In most of the referral conversations I am getting good emotional responses to the work we are doing and clients have noticed the change from the old service. When we get to the referral conversation, however, I am finding it difficult to get the clients to introduce me the people they know. I have used a lot of the responses you have coached recently and none seem to be working. (It could be that I am not delivering this right). However clients seem to understand what we are doing, (i.e. not soliciting) but still will not introduce me to anyone. It seems to be their view that they are all around the same age and all sorted out and have been with advisers for a very long time. I am coming to the conclusion that, given that my client base is mainly post-60 years of age and not working, maybe this is the way they think. I know that, in your eyes, they would not be Ideal Clients anymore but I am now concentrating more on the self-referral process which is a harder way to go but better than me continuing this process with my clients. I am very interested in your comments.

I have had the Referral Conversation™ at my last two Progress Meetings and the response has been positive both times…. “I will get a list of people to introduce Values Based Financial Planning™ to, for our next meeting”. What would you say to her when she has NOT provided the list of people to introduced Values Based Financial Planning™ to that she has mentioned she would bring now twice?

When I conduct the Referral Conversation™, at what point do I discuss the results of previous referral telephone consultations? In this case, the referrals did not want to meet to have a complete Financial Road Map® done. I want to be honest with my Ideal Client, but don't want to make her feel badly because these referrals didn't gain as much value from the telephone process like she did.

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?

Is there a script for people introducing me at a cocktail party, etc...Even if they are not an Ideal Client themselves?

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