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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In a recent Phone Consultation™ I had the referral go all the way up the Values Staircase™ after which we continued halfway up the other one. While this was one of the more extreme number of steps, I do run out every now and then while on level 3. The Financial Road Map® tends to get a little messy as I draw additional steps to the staircase. What would be a practical way with finesse to continue without losing the flow of the conversation?

I have known most of my clients for 15 to 20 years and so it seems a bit awkward for me to "switch gears" in the review process to begin asking "What's Important To You About ------ To You". Any suggestions to make this transition?

In my Financial Road Map® Conversations I find that my clients want to talk about the deck, car and the children’s education when I am trying to dig out their Core Values. I am not sure if I am making mistakes or just need to redirect them to their values. I am telling them that we will discuss the Goals in just a few minutes but need for them to go through the Values Conversation™.

What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"

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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