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I really am not saying this to be rude, but didn't the company you work for train you on this? Or did you start out independent? This is the basic 101 stuff.
That being said, you are over thinking this. Just call them, ask for a chance to meet them to see if you have anything to discuss, and move on. Some will, some will not. About 50% of referrals will meet with you.
"Prospect, this is FT, did John Jones happen to mention my name and that I would be giving you a call?" (answer does not matter)
"I'm with a XYZ Company here in Anytown and John is a good client of mine. He mentioned your name as someone he respected and said you would be someone I would enjoy meeting. What I would like to do is grab a cup of coffee and have a conversation. With your schedule, what is typically the best time to get together, mornings or afternoons?"
A pro will have a response ready to "what specifically do you do?" and "I already have an advisor/life insurance". But, many will set meetings anyway just because you ask. Just make the calls. You will get better over time, these referred leads will come no where close to making or breaking your career.
You mentioned a deeper problem of not having enough people to see already and feeling like you need to convert these. If you had plenty of people to call, you wouldn't be feeling the pressure on these. Search this forum, ask questions, you will get the answers you need. However, implementing them is all on you!
That being said, you are over thinking this. Just call them, ask for a chance to meet them to see if you have anything to discuss, and move on. Some will, some will not. About 50% of referrals will meet with you.
"Prospect, this is FT, did John Jones happen to mention my name and that I would be giving you a call?" (answer does not matter)
"I'm with a XYZ Company here in Anytown and John is a good client of mine. He mentioned your name as someone he respected and said you would be someone I would enjoy meeting. What I would like to do is grab a cup of coffee and have a conversation. With your schedule, what is typically the best time to get together, mornings or afternoons?"
A pro will have a response ready to "what specifically do you do?" and "I already have an advisor/life insurance". But, many will set meetings anyway just because you ask. Just make the calls. You will get better over time, these referred leads will come no where close to making or breaking your career.
You mentioned a deeper problem of not having enough people to see already and feeling like you need to convert these. If you had plenty of people to call, you wouldn't be feeling the pressure on these. Search this forum, ask questions, you will get the answers you need. However, implementing them is all on you!