Do you recommend running Facebook ads or any other social media outlet for clients?

Article ID: 592

Last updated: 20 Nov, 2019

It’s a good question, but we believe in more on-purpose and proactive approaches to client acquisition. A deliberate referral process is the best method.

« I completed a self-referral with my client, Laura, gave her the...

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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

I completed a self-referral with a prospect. My Admin Manager has mailed out the required 8 Values Based Financial Planning™ newsletters and I scheduled the Phone Consultation. When I called the prospect for our scheduled Phone Consultation they had to reschedule. My Admin. Manager stopped sending the Values Based Financial Planning™ newsletters after we mailed 8 out. I have now been calling the prospect again to reschedule the Phone Consultation. My question is should we continue to mail the Values Based Financial Planning™ newsletters beyond the 8 issues and include your new letter (which outlines I will contact them to schedule 20 minute Phone Consultation) that accompanies it until the Phone Consultation is rescheduled?

The 'already have an advisor' question during the Follow Up Phone Call has a scripted answer (Mod.#5, p.103) that has not worked very well for me. Is it OK to use the script for the same question during the Phone Consultation (Mod.#6, p.43) as it addresses more directly the benefit of having a Financial Road Map® regardless of the advisor? [E.g. "That's fine. Then you'll appreciate Values-Based Financial Planning™ and having a Financial Road Map®. It'll enhance the work you do with your current advisor. You can compare your existing plan to your Financial Road Map®, and you'll know for sure that you're on track.]

When you send the Values Based Financial Planning™ book, I have always included my card with the note signed by the client... I thought I heard in the last call that you don't include your card. Can you please advise me on the process?

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?

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