When starting the Value Staircase™ process with the "What’s Important About Money…To You" question, clients commonly say that money is not important to them. How would I handle that situation?

Article ID: 127

Last updated: 20 Nov, 2019

Why would a person who thinks money isn’t important meet with a FINANCIAL Advisor?

So, what is important to you?

Move up the staircase from there, but be aware that this person may not be a good fit to have a Financial Advisor.

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

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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.

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.

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™?

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?

If I only took one spouse up the Values Staircase™, do I go up (review) the staircase before I take the spouse who did not go up the staircase? Or do I take the new spouse and then go over both of their values together.

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