I completed a self-referral with my client, Laura, gave her the book, and scheduled a Phone Consultation with her on March 25th. Here is the note I put on the book with the M.I.S.C I gathered from her. “I appreciated you sharing with me some of your interests in travelling like your upcoming trip in August to Camino Spain. As well as, maintaining a balanced life and enjoying the outdoors going downhill skiing, snowshoeing and mountain biking. I am looking forward to speaking with you on March 25th at 11:30 AM about how some of the concepts in the book can be of value to you in enhancing your quality of life.” She called back to reschedule the Phone Consultation and sent the following email below suggesting to now do the phone consultation with her husband instead as he handles the investments and financial planning. She is thinking she should not be involved as she does not handle the investments and financial planning. What would you say to get her back on track as to the PURPOSE of the phone consultation and her involvement in it as well? Email - Hi there, Thank you for your email. I took a quick look at the book and passed it over to my husband Rodger as he handles our investments and financial planning. He wants to read it. He’s away on business this week and won’t be able to get to it. I’ll let him know the time slots and see if you can set something up with him when he gets back. Kind regards, Laura

Article ID: 574

Last updated: 20 Nov, 2019

I would just go with the flow. Have the Phone Consultation with Rodger. If an offer is made to conduct their Financial Road Map®, you can convey to him why Laura should come along.

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Referral Process/ Phone Appointment

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Referral Process/ Follow-Up Phone Call -> Referrals Reluctant to Schedule Phone Consultation™

Referral Process/ Follow-Up Phone Call -> Using MISC information

Referral Process/ Follow-Up Phone Call -> Referral Process/Follow-Up Phone Call Misc.

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Referrals Reluctant to Schedule Phone Consultation™ »

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What language do you use to set up a Financial Road Map® with prospects?

What are your thoughts on sending follow up emails to set-up Phone Consultations™ after numerous unsuccessful attempts to reach prospective ideal clients via Follow-Up phone call? If you think email can be used, what should the content of the email be?

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.

The scripting at the end of the 15 minute Phone Consultation™ has us inviting the referral in to do the Financial Road Map®, when we told our client that we're sending this as a gift and we told the referral that our call was to help them get value from the concepts in the book. How do we convey with our words and our Way of Being™ over the phone that them coming into our office with all their documents to do their Financial Road Map® is not interpreted as a solicitation?

A few times I have received the response of "I would like to read the book first before we speak over the phone about it" even after I have shared with them that reading the book is not a pre-requisite to our Phone Consultation™. The response has come from "self-referrals" when I call to assess whether the book would be of benefit to them or not. I would appreciate your input on this matter.

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