When is the most appropriate time to do the actual fact finding and copying of statements?

Article ID: 115

Last updated: 20 Nov, 2019

Most, if not all the “facts” you need are in the documents. The biggest value you provide your clients is saving time. Don’t waste their time asking irrelevant questions. If you find, during the plan creation process, you need some information, just call you client and ask for it.

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I have a relationship [developed last year - "pre-BAI"] with a senior person at the Major League Baseball Players Alumni Association that needs to be followed-up on. In fact, he owes me a call that I would like to preempt by calling him. I believe the Financial Road Map® experience, and the three meeting process, etc., could offer solutions to many of the problems voiced to me by not just Major League Baseball, but by others in professional sports [some of whom I may have access through people I know]. I need the words to use for my centers of influence [these with direct access to sports personalities] to get them to give me access to their constituents. This is not a situation for me to run a Road Map [they are not physically close] but one where I would like to get their interest to possibly invite me to meet with their Board and/or refer me directly. I need a script!

Can I do a Financial Road Map® in a group setting?

What are some suggestions for getting over the anxiety I am feeling when doing a Financial Road Map®?

I recently completed the Planning Process and Implementation for a new client. This process was a 7-step process that culminated in a comprehensive plan and the client implementing all of our recommendations (life, disability, P/C, Investment Management, etc.). The planning process and implementation have taken 6 months to complete. While I want to respect the client's time, he is also advocating for our services under our old model. What is the best time to move forward with conducting the Financial Road Map® Interview. Should I schedule it as soon as possible or try and conduct it at the first Renewal Meeting in about 4 months?

A former client referred a guy (call him Bill) to me a couple weeks ago. Bill and I spoke on the phone and scheduled an appointment at my office, at which I intended to complete a Financial Road Map® for him. Bill arrived without the documents I asked him to bring. He had actually completed a Financial Road Map® many years ago but was not working with that advisor. As I started through the script, he was reluctant to proceed. I told him that I wasn`t interested in wasting his time and that we could end the appointment. He said he wanted to ask questions of me first and then we could later complete his Financial Road Map® - presumably if I answered his questions well enough. If I was at the point in my Values-Based Financial Planning™ journey that I was only accepting Ideal Clients, I probably would have not even started the meeting because he failed to bring his documents. However, prior to that time I need Survival Clients. So how do I handle the `I have questions for you before we get to the Roadmap stuff`?

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