Very unlikely. A good recap should be quite compelling as they are looking at their entire Financial Road Map™ (Financial Road Map) as the foundation for every progress meeting. You might also have them read their values from the Financial Road Map™ out loud because them saying their values instead of you will be more compelling and emotional. It’s okay to ask something like, “what are you thinking and feeling as you read your values aloud?” “Does that still ring true for you?”

You should have the Mastery Series™ with the scripts for the Financial Road Map Interview™. The Old World New World™ conversation deals specifically with this issue. That script will answer your question and give you the dialogue for what informaion you need to include in these conversations with your existing clients. Secondly, sometimes doing something new seems or feels awkward. That’s just how it is. The only way past that is to do it until it no longer feels awkward. It only feels awkward for them if you feel awkward doing it. If you don’t have the Mastery Series™, talk to your Accountability Coach.

You cannot let the spouse speak during this time. You should be faster at stopping him/her from speaking than he/she is at speaking. It’s up to you to interrupt at the appropriate time to keep the meeting on time and still keep the meeting conversational. You say things like, “I really appreciate how much you are sharing, but we agreed to keep this meeting to an hour today…” Or “in the 35 minutes we have left we have a lot to cover, so…” Or "I appreciate all the information you're sharing with me, but at this rate we'll never get done in the hour. Follow the script and do what you're supposed to do when we teach you to do it. When you listen to your recordings you may find that the client isn’t really the problem. It may be you who is asking unnecessary questions that create long discussions about things that are not relevant to helping them decide if they want to hire you and whether or not you want to be hired. Know where you are in the Financial Road Map Interview™, so...

Most people have 7 – 10 answers as they go up their Values Staircase™. But having completed 10 answers doesn't mean they reached their final answer. There are 3 levels of answers. Level one answers are what we call “lower self.” Things like security, being able to pay my bills, freedom, etc. Level two answers are about others. Things like taking care of my family, making a difference, helping people, etc. Level three answers are about “higher self” or to use Maslow’s terminology, self-actualization. Answers like satisfaction, fulfillment, inner peace, being one with God or the Universe, Nirvana, etc.

This is common. Try projecting someone into the future. When appropriate, it’s quite effective. Don't however, over-use this bridging. You might begin by saying, “Let’s assume you are now at a place where you have ‘fill in the blank’ ….. Whats Important About Being in that position to you?”

Pause longer, and lower your voice before you repeat the “to you” part of the question.

Just go with the flow of the Values Conversation™ and don’t view it as complicated or disruptive. And don’t allow an unusual situation to become a distraction. Most Values Conversation™ follow the level 1, 2, and 3 pattern.

It doesn’t matter how they phrase it. Remember, it’s THEIR Values Staircase™. Some people will think of a couple of their answers this way. Ie: not having to worry about paying my bills, but they seldom answer every question this way and, in my experience which encompasses thousands and thousands of Values Conversations™, they never end negative.

Not so much advisor skill level as advisors experience and Way of Being™. Everyone has high level 3 values. Most advisors who are new to Values-Based Financial Planning™ tend to be a little stiff and self conscious when conducting Values Conversations™. The more you do the better you get. You become relaxed so they become more relaxed.

I just write in the margin until I get to the top of the Financial Road Map®. However, you could continue on a separate piece of paper that you position at the top of the Values Staircase™ and then actually tape that piece of paper to the top of the staircase so it flows well. I think the way you handled it is fine. Most Values Conversations™ are completed within the steps, so don’t sweat the things that only happen occasionally.

1. Listen to your recordings 2. You may be repeating their answers too many times before you ask next question. 3. You may be summarizing all of the previous answers before you ask What’s Important About…To You? Only ask What’s Important About…To You for the last answer without summary of previous answers.

Same fundamental advice: are you setting the stage like we teach it: succinctly and introducing the recorder? Do you ask the What’s Important About…To You question slowly and deliberately? Is your Way of Being™ such that you come across as a person who wants to learn about them and help them make smart choices vs. someone who is trying to gather information that can be used as leverage to close the sale later? Do you have a nice, deliberate pause before “to you” with an emphasis on “to you” as this personalizes the question and tends to help people reflect on what’s important? The sum of these little things makes the Values Conversation™ more compelling for them so they have a better experience. Keep in mind It’s All About Them. When they feel that It’s All About Them most people tend to enjoy the experience and want to cooperate.

Nope, that’s the question and it goes as deep as you could ever want to go. Like everyone who is new to Values Based Financial Planning™, you will get better by doing Financial Road Map Interviews™. Make sure you are actually doing what we teach, record your Financial Road Map Interviews™ , and listen to those recordings. Becoming brilliant at the client interview requires an investment of time and a true commitment to become great. It’s like any other repetitive motion skill, such as golf. In order to become great you have to do a lot and do it right.

It makes the question more personal and helps them to be more emotionally involved in the conversation.

Just relax and give them plenty of emotional space to think of their first answer. If necessary, ask the question again more slowly, “What’s Important About Money To You?” with a greater emphasis on "To You." Also listen to your recordings of your Financial Road Map Interviews™, paying special attention to the opening. How well do you follow the script? Is your pace relaxed? Do you ask the “What’s Important About Money To You?” question in a thoughtful, inquisitive and curious manner? Was there too much chit-chat and discussion prior to the opening and the “What’s Important About Money To You?” question? The success of what you are currently doing is base on what immediately preceded it.

The values element of their answer will have more emotion in the words. As you gain more experience you will also learn to recognize that some words represent values and others do not. For example, security is a value. Retirement is a goal.

No. Level 3 answers are akin to what Maslow described as self-actualization. On the one hand you want to learn the process and on the other hand try not to over-think it. Relax. Ask the questions. Enjoy the conversations. It’s supposed to be fun – for them and you.

It could sound like this. “The crux of what I heard in that story is that making a difference is very important to you, so that’s what I am going to write in this step of your staircase.” Write it down and ask, “Whats Important About making a difference To You? This should send the message that there is not room for an entire story in the box. Most people catch on and become more succinct as they move up the staircase. If and when they don’t, say something like, “I appreciate that there are probably many stories that we can discuss related to each question about what’s important to you. Unfortunately we only have an hour for our entire meeting today. I don’t want you to feel rushed to answer and, by the same token, there is no need to discuss all of these stories today. With that in mind, What’s important about the-last-answer… to you? There is a certain art to learning to manage the time in a conversational way. The more you do this the better you will become. Remember, you have...

Yes. Write them in the order you receive them moving from the bottom step upwards. Then pick up with the last answer: What’s Important About the-last-answer… To You?

It’s called projecting them into the future and it’s usually two answers in a loop, such as security and freedom. Respond like this, “Let’s say that you are in a position where you have all the security and freedom you can imagine having… you are totally secure and completely free….. What’s Important About being in that position….To You?”