Ask a Question | FAQ Home | Browse by category
Home / Values Conversation™

How do you recommend getting a client to answer specifically about what money means to them, rather than what money means in general?

Article ID: 112
Last updated: 20 Nov, 2019

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

Also listed in
folder Values Conversation™ -> What's Important About...To You?
folder Values Conversation™ -> Values Conversation™ Misc.

Prev
Next
« How do I get my clients to continue on to the level 3 values...
During the Values Conversation™, the client sometimes goes down... »

Others in this category
b When conducting the Values Conversation™ with a couple, what should you do when they consistently interact with each other? For example in working with the husband, the wife would interject something. I reminded her that we would get to her shortly, that this was a discussion with the husband. The husband would then answer and confer with the wife or otherwise engage her. When it was the wife’s turn, the same thing happened, a lot of back and forth conversations. I would repeatedly steer them back but it was like herding cats. What is the suggestion for making it clear that it is a separate conversation for each of them?
b Going into my first Financial Road Map® interview, do clients ever ask or express skepticism/sarcasm at the, ‘What’s Important About…To You’ questions because it's just a fill in the blank formula. I ask because someone I practiced with asked this and I must admit that I felt a similar feeling. I know that the process works and gets to important values, but it feels almost too simple. Please offer your thoughts and perspective.
b What do I do when the partner who goes second during the Values & Goals Conversations™ says, "My answers are the same as my partners," or, "I don't need to go up the Values Staircase™."
b During most of the Financial Road Maps® that I’ve conducted, I have been able to involve both spouses/partners in the experience. I believe prospects have appreciated the joint involvement. During the Values Staircase™ conversation, their responses are shallow compared to the experiences shared on the BAI CD/DVD resources and the practices sessions at the Academies. The Academies buzz with Level 2 and 3 answers. My prospects barely get to mid level 2. The husband’s highest level answer was “I’m there” as his 8th response. The wife ended up with “No worries” as her 11th response. Do you have any thoughts on how I can help the prospects create more passion in their responses?
b Why shouldn't I use words like "great" or "good answer" after my clients value responses?
» More articles

Powered by KBPublisher (Knowledge base software)