If you had to pick two ways to get new clients what would they be and why?

Article ID: 7

Last updated: 20 Nov, 2019

There is only one way to acquire clients: by referral. We train advisors who are virtually brand new to the Financial Service business and brand new to their community to get their first client by referral and every single one from there.

Why? Because every other form of “prospecting and marketing” (cold-calling, direct mail, seminar marketing) is much more expensive, much more time consuming, and positions you in the mind of your prospective clients as a salesperson versus a person they can trust who is truly adding value.

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Referral Conversation™ -> Referral Conversation™ Misc.

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If a client offers to contact people she has referred me to (she... »

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What do you think of looking at potential clients Linked In/fFacebook profiles to come up with some names ahead of the conversation to put in front of them to consider if they can't think of anybody?

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'm going to start cold calling companies in my area to try and present the Ideal Life Group Presentation to their employees during their lunch break; a 'lunch n learn.’ I've come up with a basic script to use when making the initial call and I was hoping if you could run your eye over it to see if you think it would be OK or if you have any suggestions.

Can you go through what a compelling Referral Conversation™ sounds like?

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?

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