What advice would you give to those who are starting out with ZERO clients as to the best way of generating interest?

Article ID: 9

Last updated: 20 Nov, 2019

Make a list of everyone you know. Get reasonably skilled doing a Financial Road Map®. Call everyone on your list... Ask for a favor to practice what you do.

At the end:

1. Get feedback.
2. NOT bait and switch, but some will volunteer...
3. Ask who they could refer you to who might appreciate the Financial Road Map® experience who could become a client.

« Referral Process/ Misc.

Should I be sending Values Based Financial Planning™ Newsletters... »

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I am going to have a lunch meeting with a client to complete implementation paperwork. He is bringing with him a referral. How should I handle this situation?

I am creating the Self Referral: Phone Call scripts for friends and professional acquaintances. I understand the flow chart handed out in Jan 2011 Academy 2. I have created the openings statement and purpose for call, questions & conversation and make offer text sections. I have a list of contacts and am ready to make phone calls. During A2, we covered Value of the Offer. 4 points were provided. *Free up mental and physical space and time to focus on the things in your life that are more important than money such as Quality of Life Enhancer Exercise. *Get your entire financial house in perfect order and keep it that way forever. *Align your financial choices with your most important goals and most deeply held values. *Have a 10 level of confidence that no matter what happens in the market, economy or world, they will have confidence about achieving their most important goals. I'm confused about how the Value of the Offer points should be incorporated into my scripts. If the contact rejects my offer to receive the Values-Based Financial™ book, Quality of Life Newsletters and a 20 minute phone call, I've scripted “Thank you for your time. I wish you well in experiencing all the things that are most important to you” and end the call. If the contact accepts my offer to receive a book, Quality of Life Newsletters and a 20 minute phone call, I don't understand how to incorporate the Value of the Offer points into the Script.

Just received a mailing list from a friend and potential Ideal Client (600 names). He knows everyone on the list and attempts to cycle through and contact 2 per day. He is not an Ideal Client yet. I have given him a book, but not been able to get his wife to commit to a Phone Consultation or a Financial Road Map®. She was going to retire and the company just offered to retain her. When it settles, I hope to do a Financial Road Map® with them. In the meantime, do you have any thoughts on what might be appropriate to do with the names on his list? They're not Ideal Client referrals, but not totally random either. There are email addresses for about 20%, phone numbers for about 25% and addresses for 100%.

I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?

Yesterday one of my Ideal Clients gave me three referrals in a Progress Meeting. I think one or two are clients are with my firm already, not my clients. I sent books and will make follow-up calls. How should I handle this when I contact them on the phone, since they may be with my firm already and I would not solicit them as a professional courtesy?

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