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Below is a correspondence between a client (Rafal) and the advisor. After Rafal had his Financial Road Map® and Action Plan completed he wanted to refer his friend “Slawek” . He wrote a note on the cover of the Values Based Financial Planning™ book, we were just waiting for Rafal to provide his address and let us know it was ok to send the book because he had not spoken to his friend. We received the response that he did not want to go ahead with it- Please read the correspondence below. Coincidentally, this was the second time this week that this has happened. We are hoping for some feedback to let us know how to handle this more effectively. Client: Hi, I did talk to Sławek, but unfortunately he is not interested in getting any information related to financial services. He is already working with a financial planner that he is quite happy with. Regards, Rafal Trusted Advisor: Hi Rafal, It is perfectly ok that Slawek has a current Financial Planner. To clarify my offer was not to become his Financial Planner, rather the offer was to give him the following gifts: 1. Values Based Financial Planning™ Book 2. 8 issues of our Values Based Quality of Life Newsletters™ 3. Complementary 20 minute Phone Consultation 4. Create his Financial Road Map® As we discussed, I believe everyone deserves to have a Financial Road Map® and know that Values Based Financial Planning™ exists. The purpose of the gifts is to provide value to Slawek and share your experience when we created your Financial Road Map® The benefits you mentioned were “…Very important, make better decisions, more focused, more relaxed about the future, start exercising, keeping healthy.” It sounds like Slawek thinks the offer is to be his advisor. We are providing the gifts to share some ideas that could favorably impact his quality of life regardless of who his advisor is. He mentioned he is happy, my job is to make people happier. Sincerely, Trusted Advisor Client: Hi, Yes, I understand what you have to offer. Sławek is simply not open to this and there is not much that I can do. Regards, Rafal

Article ID: 553
Last updated: 20 Nov, 2019
This is excellent. You have a client who is participating in the referral process and making introductions. Apparently, not everyone they refer and introduce you to is going to be receptive to the introduction. So, who else can they refer and introduce you to?

If each of your Ideal Clients refers and introduces you to 10 - 20 people and one or two of them become Ideal Clients you will build your Ideal Client Community.

Keep up the good work
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folder Referral Process/ Misc.
private Referral Conversation™ -> Compelling Referral Conversation™ Help
private Referral Conversation™ -> Ideal Clients Reluctant Giving Referrals
private Referral Conversation™ -> Referral Conversation™ Misc.

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b I had a client who completed an implementation meeting but was not very effusive about the benefits of our work together so far. She is an elderly lady who is very passive and doesn't seem to have many friends she hangs out with. She sticks with mostly family who are all broke.
b During the Referral Conversation™, I am frequently met with the answer that my clients’ friends do not trust the company name from previous experience and that it has nothing to do with me. Sometimes the clients admit to being selective in regards to whom they would refer. So, I am wondering what would be best to say besides, "Why don't we let them decide for themselves?” or, “Let's follow the process.” I find that they are resistant because of the above factors.
b I have an Ideal Client who has given me referrals but has not contacted the referrals for permission to send the books, newsletters, and follow-up call. What’s the conversation to have with the Ideal Client so that they will follow through and contact the referrals so that I can finish the process?
b 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.
b While looking for and asking for Group Self-Referral opportunities, do you think it matters if I email vs. call the contacts I have?
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