What should I say to survival clients after I conduct the Financial Road Map® and they do not fit my Ideal Client Profile, but I intend to keep them for survival revenue as I build my Ideal Client Community?

Article ID: 128

Last updated: 20 Nov, 2019

Just tell them the truth. Offer to be hired to serve them, but don’t invite them to join the Ideal Client Community. At one of your Progress Meetings in the future, probably when you are less than a year from being done, you can invite them to join your Ideal Client Community by adjusting their behavior to meet the personality criteria of your Ideal Client Community or by paying the minimum fee.

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I have conducted Financial Road Maps with a few clients approximately 1 year ago. I did NOT ask them to join my Ideal Client Community at the time as I did not feel they could afford my Predictable Minimum Annual Recurring Revenue and / or they did not have enough assets. They are currently survival clients. I would like to ask them to come in again to update their Financial Road Maps and at the same time ask them to join our ideal client community as I have more clarity around their income and feel they could now pay my Predictable Minimum Annual Recurring Revenue. How would you suggest I conduct this second meeting? For example, should I ask them to bring in all their documents again, update their Financial Road Maps, and go through commitment to hire outlining exactly what they get and what it costs to join the ideal client community and see where it goes?

What do I say to a client when they want to know why they are not a "good fit"?

When should I NOT give an existing client a Values-Based Financial Planning™ book?

I recently had a client say that she did want to hire me, but as she'd just paid a large legal bill and was in need of financial advice to create income from her assets she was unable to pay my usual up front $3000 fee right away. What do you recommend I do to test or create her commitment to follow through with payment and implementation such that I could confidently proceed to create her plan?

Can you clarify when to give a Values-Based Financial Planning™ book to an existing client? I set appointments with existing clients and do the Old World, New World introduction and then the Financial Road Map®. Should I always give the Values-Based Financial Planning™ book to the clients if they hire me?

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