What is the best way to start and/or recap the Values Conversation™ when the referred client(s) come(s) in for the Financial Road Map Interview™? Is there a script for that?

Article ID: 113

Last updated: 20 Nov, 2019

1. Cover one Values Staircase™ completely, the one from the person you believe to be less dominant from the Phone Consultation™.
2. To the person with the revealed staircase, the less dominant person, explain "When we spoke on the phone you told me What’s Important To You is…." Recap their staircase. Once you are at the top stair completed during the Phone Consultation™ you have so far, pick up with "What's Important About... the last answer... To You?"
3. Go deeper into level 3 all the way to the top of the staircase.
4. Pre-Commitment™ as usual.
5. Switch to the other person and do the same thing.

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I've been having some difficulty in the values conversation with clients not going "higher" than basic needs. It almost seems like I need to cue them that it's OK to go beyond money and that I want to hear about the things that are really important to them. They seem to not understand that and there's nothing in the script to let them know that. To be honest, I’ve deviated from the WIA__TY and the associated framing/bridging framework in order to have clients understand what the exercise is really about...I found it frustrating to keep hearing that money is important to pay bills without anything deeper or more important. Please share your thoughts on these several issues.

I’m just starting the process of conducting Financial Road Map Interviews™ and have found it takes me 45 minutes to get through the Values Conversation™. What are some tips to help shorten that to a more reasonable amount of time?

Can you please suggest an appropriate scripted reply, when my clients (often happens in the Values Staircase™ Conversation) ask me, "Are you a life coach or counselor?” I’m looking for a response that has a yes but we are also so much more impactful i.e. a wow factor that’s compelling, succinct and all about them.

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?

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™."

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