When an existing Ideal Client is referring others to me how will they know if their referral meets my Predictable Minimum Annual Recurring Revenue?

Article ID: 79

Last updated: 20 Nov, 2019

One of the reasons you have an Ideal Client Profile is so you can show it to your existing clients during the Referral Conversation™ so they know who to refer you to. This is scripted in the Mastery Series™ 2 and demonstrated on the Mastery Series™ 2 reference the DVD.

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Referral Conversation™ -> Referral Conversation™ Misc.

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The Referral Conversations™ imply that my current Ideal (or near Ideal) clients have previously received a copy of the Values-Based Financial Planning™ book. None of them have.

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?

I could really use your help with how I can go get clients without firing my Ideal Clients who don't give me 100 referrals or cold calling a list of people from my organizations that I do not know. I have 10 Ideal Clients, all of which all are previous clients. Frankly they are just now seeing the benefits of the difference between the Old World and New World as we added a lot of value and met regularly in the Old World. I have received referrals from almost all of these clients in the Old World. I am getting new referrals from these Ideal Clients, but not 100-200 per client. I am only getting one to two per referrals per meeting, per client. I understand the ‘In or Out’ theory, however, I don't have the financial freedom yet, to fire all 10 of my Ideal Clients if they don't give me 100-200 names.

Another Trusted Advisor and I are planning to get a sample of our Ideal Clients (husbands and wives) together for a cocktail party. Say 3x2 each - total of 12 people plus ourselves. The purpose is to really question whether the VBFP full service and our communication are the same - the 3 meeting process, being part of the Ideal Client Community, 144 point checklist, the 5 critical reports, etc - is working for them. Are we getting our message across or is our enthusiasm remaining with us? Sort of a Client Board of Review. What's working for them and what is not! If it is working, why then aren't our Ideal Clients referring more friends and colleagues to have a Financial Road Map® experience? The cocktail party is a genuine attempt to understand, learn and improve where there are gaps. Not just a subtle push for referrals! So, my questions are - do you think such a meeting would be productive? How would you frame the invitation? How would you stage manage the cocktail party? Are there any "scripts" that might be useful? And any other questions I can't think of yet!

Had a Referral Conversation™ and the client provided great feedback on the process, the positive impact of having their Financial Road Map® etc. I addressed the question … “They already have an advisor”, I clarified this is not a solicitation, it is a gift and I explained the introduction process in detail. As I start to finish I asked if they have any questions about the process, they responded “No, it is clear." Again when I asked the question who’s first, they responded, “We don’t have a list of people to give you at the moment. We will keep it in mind; we don’t have a large circle of acquaintances.” What would you say?

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