To get the most out of your referral relationships, it’s important that you know how to handle incoming referrals from your referral sources and how to nurture these leads through a process that is systematized and done efficiently and effectively from start to finish. This can be easily done with a set of step-by-step procedures (see Joe’s August 2014 Newsletter Article).
And now, for the very first time, SC Institute is making available to the rest of the estate planning community its entire step-by-step manual on how to successfully walk your client referrals through the client referral process (what Joe’s firm calls “Understanding Your Practice”) from start to finish.
This Manual will give you absolutely everything that you will need to be able to handle this referral process, including memorandums, e-mail and letter templates, engagement letters, and more!
What’s Included in The Step-By-Step Guide to The Client Referral Process?
The Step-By-Step System Guide to The Client Referral Process comes with the following items:
PART I – PRE-ENGAGEMENT
A) Initial Contact
- Memorandum on Conducting the Initial Contact
- “Advisor Prospect Information Sheet” (“API”) Form
- Set Appointment: The Introductory Call
- E-mail to Schedule/Confirm 15-Minute Introduction
B) The Introductory Call
- Memorandum on Conducting the Introductory Call
- Set Appointment: Understanding Your Practice 1 ½ to 2 Hour Meeting
- E-mail to Schedule/Confirm Understanding Your Practice Meeting
C) Gathering The Data
- Memorandum on Gathering the Data
- Letter for Rescheduling of Understanding Your Practice Meeting
D) Evaluation Meeting
- Memorandum on Conducting Evaluation Meeting
- Opportunity Filter Worksheet
- Evaluation Meeting Debrief Form
E) The Understanding Your Practice Meeting
- Memorandum on Conducting the Understanding Your Practice Meeting
- Notes
- E-mail Recap of Understanding Your Practice Meeting
- Understanding Your Practice Debrief Form
- SC Institute Instructor Application (if applicable)
- Understanding Your Practice Engagement Contract
- Declination Letter (if needed)
F) The Analyze & Test Meeting
- Memorandum on Conducting Analyzing and Test Meeting
- Analyze & Test Debrief Form
G) Building the Refined Plan
- Memorandum on Conducting Building the Refined Plan
H) Presenting the Refined Plan
- Memorandum on Conducting Presenting the Preliminary Refined Plan
- E-mail Before Presenting the Plan Telephone Call
- Understanding Your Practice Engagement Contract
- ICA Homework Letter
- E-mail Recap of Engagement and Confirmation of Next Meeting
- Declination Letter (if needed)
You have the option to purchase the Standard Package, which allows you to immediately download a zip file containing all of the above documents, or the Premium Package, which includes a printed and bound Manual with these items, plus a data CD with the modifiable versions in Microsoft Word of the various checklists, forms, and other templates, so that you can get everything you need to hit the ground running.