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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.

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

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b Some people were analytical during the Values Conversation™ and it made them very uncomfortable. They felt under pressure to be "touchy feely". I would get the response, “What do you mean What Is Important About Money To Me?” Every response was factual as to what it would buy. Would you just politely move on to the goals section? They liked setting some goals but didn't identify with the "What are one or two words that describe what you are thinking/feeling..."
b I recently had a Financial Road Map Interview™ meeting with a prospective client. She brought her Financial Road Map® to the meeting that we had partially completed during our Phone Consultation™. When I started to do the Values Conversation™ during the meeting she just referred to her original Financial Road Map® for her Values Staircase™ answers. Would you have asked her to conceal her original Financial Road Map® so we could start fresh with a new Values Conversation™?
b Do I take out the Financial Road Map® that was completed on the Phone Consultation™ and recap the Values Staircase™ trying to take them higher? Then go into Pre-Commitment™?
b When you ask the What’s Important About…To You,” question and sometimes you say, “So let’s say you’re there….along with the What’s Important About…To You? question”. How do you decide which one is more appropriate?
b During the Values Conversation™ I often get the response "Give me an example of what you are looking for,"after I ask the question, "What's Important About...To You?" Could you offer some advice?
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