Tell the truth and give them some sound advice about what to do next that doesn’t include you. This is why the language BEFORE Commitment to Hire Conversation™ is so important. It gives you a chance to reflect how the Financial Road Map Interview™ has gone so far and make a good decision about whether or not you want to offer to be hired.
The Clients' answer to the question: “So, what’s the value to you of the work that we’ve done so far in putting together your Financial Road Map®?” will affirm whether or not your gut feeling about offering to be hired or not is right.
If you don't feel it would be a good fit, it could sound something like this, "Well John & Mary, I’ve really enjoyed helping you with your Financial Road Map® today. I hope you’ve gotten value from the experience. To be perfectly frank I don’t think that it would be appropriate for me to offer our services to you at this time. Here’s what I recommend as logical next steps for you…"
You could refer them to another Values-Based Financial Planner™ at your firm or in your area who would be a better fit. Also tell them to read the chapter in the Values-Based Financial Planning™ book about how to find a good advisor and follow that process. Or whatever else you think is good advice.
Just be honest and don’t feel guilty. This is your business. Keep your business and your charity separate. You have an obligation to your family and your clients to run a good, profitable business so you can be of the most value in both your personal and professional life.
Please click the attachment below for Bill Bachrach's audio version of this answer.
