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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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I have conducted two successful telephone consultations resulting from mailing a Values Based Financial Planning™ book resulting from the Self Referral Process recently. Both prospects came to my office to complete their Financial Road Map®. When the prospects arrived, they brought their Values Based Financial Planning™ book and their Financial Road Map®. When I began the meeting, each prospect opened up their Financial Road Map® and now we had two Financial Road Maps® on the table. They were even completing their Financial Road Map® as I completed my copy during the recorded conversation. What should I have done or said that would have resulted in my Financial Road Map® being at the center of the table for the conversation?

When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

I have been running a "quarterback" model business for the last few years so hiring me to do what I’ve already been doing BUT much better shouldn’t even be questioned. However, most clients I have on a AUM fee, discretionary agreement. I'd like to present a new "flat fee" discretionary agreement, with formalizing me as the Trusted Advisor. Do you have an outline of items recommended in the agreement or examples I can give my attorney to create one for me. AND should I use the Commitment to Hire part of the Financial Road Map® meeting to have them sign to commit?

How is the Financial Road Map® shaped for business owners focused [initially, at least] on their professional interests? Note: they do not want their spouses involved

Can I, after looking through a client documents on the spot decide what to charge? Meaning, if they have one million in assets that I could manage, do I not charge them a planning fee? I could recoup the cost for the plan from the management fees?

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