1. Your New Client Program What will you write in the “Wet Cement”? Introducing the 90 Day Dazzle™

2. How many of you receive all the referrals that you need to build the practice of your dreams?

3. Why don’t we receive more?

4. The 2 most common reasons that we don’t receive enough referrals

5. 1. We don’t ask 2. We feel that it might strain the relationship or that we might not yet have earned the right to ask.

6. Your New Client Program What will you write in the “Wet Cement”? Introducing the 90 Day Dazzle™

7. Day 1— an introductory call from Sales Assistant Day 1— an introductory call from Sales Assistant Days 2-3—Handwritten thank you note from FA Day 4—Call back from SA asking for questions Day 10- A personalized gift (usually under $20) from the FA and SA Day 15—Client Organizer Statement Day— Courtesy Call from the Sales Assistant Statement Day + 10— The UFA referral letter Statement Day +20—The UFA Referral Conversation Day 60 New Client Appreciation Lunch Marketing Sequence Day 90 New Client Appreciation Lunch The 90 Day Dazzle™

8. Mastering the Referral Conversation Statement Day + 20 Days Have a conversational catalyst Have a conversational catalyst Gently interrupt Gently interrupt Elicit feedback Elicit feedback –Accept –Transfer –Solicit Referrals

9. Answer the “Referral Objections” before they occur My 4 Rules of Referrals Your confidentiality Your confidentiality Their confidentiality Their confidentiality Constant Updates Constant Updates Service Level Guarantee Service Level Guarantee

10. Additional Resources Follow up packet Follow up packet – E-mail at BobCobb@UltimateFinancialAdvisor.com BobCobb@UltimateFinancialAdvisor.com – Explore packages at www.90DayDazzle.com Web www.UltimateFinancialAdvisor.com www.UltimateFinancialAdvisor.com Phone:941-753-6560