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I had a Phone Consultation™ and offered to have the prospect and his wife come in to complete their Financial Road Map®. He would not commit to a tentative appointment and wanted to discuss with his wife and think about it. How long would you wait to follow-up to see if they want to go ahead with their Financial Road Map® at our office?

Article ID: 120
Last updated: 20 Nov, 2019

Eliminate all follow-up from your life by scheduling a phone appointment. Get in the habit of doing everything by appointment.

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b I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.
b How many days before the Phone Consultation would you have the email and phone?
b While completing the Phone consultation, I asked the question, “Do you have the book handy?" Client - “YES." Advisor – “Perfect. Have you had a chance to read any of it?” Client - “YES." Advisor - “OK, do you have any questions?” Client – “No, the book is great. It’s too bad I did not meet you 3 years ago when I switched advisors.” What would you say to this?
b I am not sure if I should explain what the Financial Road Map® is about or if this is too much detail. Sometimes when we email the client a list of the documents needed for the meeting they seem surprised. What should I tell them when asked what is this all about?
b Do you have a script for appointment setting that works with a non referred client you are in the beginning stages with, that makes them feel comfortable bringing their large pile of documents to a first meeting?
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