part of their introduction. Now imagine the same scene. Only this time you are expecting the call, you know what it is about and why it is relevant to you. However busy you are, you will be far more receptive to the caller and what they have to say. That is because they have been referred to you. In other words, a friend has recommended their services because they may be able to help you and you have agreed to accept their call. So, the first part of my answer is that you shouldn't give your friends' names out as leads without their knowledge. You can almost guarantee that you will upset more than one person that way. So, how do you overcome the problem of asking personal questions? The financial advisor you are trying to refer should be able to help you there. Ask him for examples of some of his typical clients and when they need his help. Not for the personal financial situation, but the general one. People look at their financial planning typically when something happens to change their situation. It may be that they are buying a first home, are expecting their first child, are planning to retire or a host of reasons. The examples above are all situations you could easily recognise in your friends. If the financial planner can explain why people in that situation need his help and the difference he can make to them, it should be easy for you to