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How do I ask for a commitment when the person is already a client?

Article ID: 103
Last updated: 20 Nov, 2019

The Old World New World™ conversation has been inserted into the Existing Client Financial Road Map Interview™ Script. You will find it works well with your existing clients.

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b I am struggling not discussing an ongoing fee in Financial Road Map® Meeting. During this conversation the clients ask me how much? The Financial Road Map® Meeting has been around 45 minutes so far and going well. I say $5,000 for the initial plan. They say what do you get? I then run through my 2 page letter of engagement which outlines upfront and ongoing service offering and takes another 45 minutes. After 1.5 hours I feel like the clients are tired and the "would you like to proceed” has lost its presence because of the meeting time. How do I avoid this? I would love to skip the letter of engagement all together, should I just briefly talk about deliverables team (which I have) best-in-class Subject Matters Experts. I am also struggling to understand in the Implementation Meeting how to address the ongoing fee is $1k-$3k per month and not go over the plan in any detail.
b How do I politely control a client who talks too much or goes off on tangents?
b I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?
b How can it be the same Predictable Minimum Annual Recurring Revenue fee for everyone if it's based on % of Assets/net worth?
b Does the Financial Road Map® differentiate between the resources used to fund Goals vs. those used to fund Lifestyle?
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