I have had situations where a Financial Road Map Interview™ participant asks for additional time during the Commitment to Hire Conversation™, in which case I mail them a letter with a typed up version of the Values Staircase™ and brief recap of what they would get in a written plan – with an invitation to become a client and the last sentence states that I will call them in a few days to follow-up and answer any additional questions you may have. If they are still noncommittal when I make the follow-up call, what is the best way to handle that?

I wouldn’t do all that. First of all, when someone asks for more time, stand up, walk to the door, and say, “No problem. I’ll just leave you two alone for a few minutes to talk it over.” And exit. Come back in 5 – 8 minutes and don’t be surprised if they are ready to go. They may have just needed a few minutes alone. Don’t assume that “think it over” means they have to leave and get back to you days or weeks later. Often a few minutes alone is all they need.

Secondly, if when you come back and they do, indeed, need more time, fold up the Financial Road Map® and give it to them. Ask, “How much time do you need?” And schedule a phone appointment for them to tell you whether or not they want join your Ideal Client Community.