Always Pre-Frame! Ask your client for a referral name and number, but tell them to give a heads-up to the person that they refer, something like this (role play it out for them)

• “Hello (Prospect Name), I just sat down with a financial professional and (he/she)...

Pick one below

• ...was showing me some really interesting things about how money works.
  
• ...built this amazing retirement plan for me that I’ve got to show you sometime.
  
• ...turned my family’s finances around and we’re going to be able to do (XYZ) now
  

(insert their situation)

• ...“(he/she) does business entirely off word-of-mouth referrals and I told (him/her) that this is something you’d really love to see, even if you don’t do anything with them. It won't cost you anything, and you'll receive a lot of knowledge and get your questions addressed!”
  
• Just keep an eye on your phone over the next couple of days for a call from a (your area phone number code) area code; they'll arrange a time to meet with you!"

Remind them to alert the referral for a heads-up within 24 hours before completing your call.

YOU

YOU

• “Hello, is this (Prospect Name)?”
  

PROSPECT

• Yes it is
  

• This is (Your Name) with World Financial Group, how are you going?

Have an introductory good-humored or playful manner conversation.

YOU

• (Prospect Name), (Trainee) told me (he/she) was going to let you know I would be calling, did (he/she) do that?

Have a candind small talk about (Client Name)

YOU

YOU

• I don’t want to take up too much of your time, but I was working with (Client Name) last week and (he/she) was really excited about a financial plan that we built for (him/her).
• (He/She) and (his/her) family are going to be in an amazing situation very soon and I’m really happy for them! But my firm has a unique fee structure for the services that we provide; we don’t charge our clients, we just ask that if our client sees the value in what we do for them, that they refer us to someone else that we could possibly help.
• You know, pay it forward, make the world better, one family at a time! (Prospect Name) was quite happy to do that for us and (he/she) suggested that I give you a call and show you a bit about our firm, what we do and how we help people. Does this sound anything like what (Prospect Name) was talking about with you?”
  

PROSPECT

• Yes
  

• Great!
• I’ll include (Prospect Name), I’d love to do the same thing for you that I did for (Client Name); so I provide free financial education and solutions for individuals, families and businesses. Most people today don’t know that they have more options available because finance just isn’t taught in our education systems anymore. But if we could set a time in the next couple of days to meet over Zoom for about 30-45 minutes, I’ll show you the same things I showed (Client Name).
• You don’t have to buy anything, bring any numbers, or anything like that, this is just to show you the core concepts of what we do and how we help people while providing the key aspects of financial growth.
• Does that sound fair enough?
  

YOU

PROSPECT

• Yes
  

Set an Appointment Date

Collect Contact Information

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