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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I’m just starting the process of conducting Financial Road Map... »

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One client responded to What's Important About… and said to, “Feed my dog.” I responded, “What's Important About… feeding your dog…To You? I asked and the steps were a waste as everything centered on the dog. How do I move on to something else that is important?

When I ask, "Who would like to go first" I have had three occasions where the husband refereed to the wife out of being polite. So I said, "Well I learned a long time ago to start with the person who does not volunteer” and I start with the husband. When we change over to the wife she says, "Well my answers are the same as him and they just repeat his answers and really don't want to progress up the staircase. How do I determine who to start with?

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 should I say when I am asked off topic questions or when a client's spouse interrupts the Values Conversation™?

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?

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