I was at a private health clinic the other day getting an in depth annual checkup (as per your suggestion). I met with the Director briefly and was answering her questions about my experience and how the process is going regarding my health assessment. She started asking me questions around my work, for example - how is your work is going? Is this a busy time for you? etc. 1. I wanted to create a script when someone asks me, “So how’s your work going,” other than just saying, “GREAT,” and the conversation ending. Example – “My work is great, It is very rewarding being able to help successful people achieve their goals.” 2. What would you say to then PIVOT after answering the question, “how’s you work going?” ( I want to PIVOT and then ask a meaningful question about her ). 3. What is an opening question you would use after this PIVOT to continue the conversation down a more meaningful path to gather Meaningful, Important, Significant and Compelling information about HER. Can you help with some scripting?

Article ID: 569

Last updated: 20 Nov, 2019

First of all, in this environment it's part of THEIR process to assess your stress level and the potential impact on your health. So... just relax and let them do their work to help you be healthy.

What you're asking for not something new. Whenever you are asked a question, make your answer as short as possible and ask them a question that gets them talking about themselves. Example:

Them: Dean, how's your work going? Dean: Great! Tell me something good that's happening in your life.

And you're in. Then listen, clarify, expand, impact, follow the emotional trail, go deep, and - when / if appropriate - pivot to the offer.

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Referral Process/ Misc.

Referral Conversation™ -> Compelling Referral Conversation™ Help

Referral Conversation™ -> Referral Conversation™ Misc.

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Compelling Referral Conversation™ Help »

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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.

I had a client who actually gave me 4 names but we ran out of time to write notes so I sent her home with the sticky notes to write on and mail back to me. She didn't follow through and at our Implementation Meeting she gave the sticky notes back to me and said she was too nervous and petrified to write the notes and tell her friends the book would be coming. I was caught completely off guard and stumbled through a response to her and left it at that. This lady was nearly in tears when I originally asked about the benefits of working together and when she initially thought of the 4 names. I know she appreciates the work we're doing but she says that she doesn't like to talk about this kind of stuff with others. She felt it is harder than bringing up religion.

At last Progress Meeting I asked for introductions and this was the response. "We have approached our friends and everybody is in the frame of mind they have their things in order, they have their ducks in a row and don't want to talk about it?" I responded - this is about sharing the positive experience that you have had with Values-Based Financial Planning™( security, peace of mind) and allowing others to have a Financial Road Map® to guide their decisions. Bill how would you have responded?

I feel like I am over analyzing the right questions to ask in a self referral conversation. The result is somewhat paralyzing. If I have some knowledge of the prospect, his occupation or family situation, what question or questions I should start with. It seems like I am trying to find out if they have other things in their life more important than money or if they are confident in their financial future or if they are comfortable that their entire financial house is in perfect order. What do I ask to lead in to a discussion of the above?

I have read all the FAQ's on the Centers of Influence. I did, however, have an additional question. When do we use the Business Plan? It seems like a valuable tool in this situation. Do we try to schedule a Financial Road Map® or a Phone Consultation™ first, and then resort to the Business Plan? We may have outworn our welcome by this time.

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