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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Commitment to Hire Conversation™

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Because I am both building my Ideal Client Community AND accepting survival clients until I reach “critical mass”, how would the Commitment to Hire Conversation™ script go for these survival clients after, “So we’ve come to the point in our time together for you to decide whether or not you want us to create a written financial strategy for you. Now let me tell you exactly what you’re going to get….”. I don’t intend to provide the same level of deliverables and service to them as to Ideal Clients, and I also want to communicate the goal of Being Done™, the point in time when I will no longer be able to serve them. Scripting suggestions?

Given that we currently do not charge any fees for preparing a plan (although maybe we should) How do you gain commitment from someone that has no assets to move to us until they retire a few years down the road?

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?

Is there a point at which I don’t request an Financial Road Map with existing clients (accounts too small, don’t want to work with them, etc).

I am struggling having potential clients meet me in my office to do their Financial Road Map®. We are working on scripting and memorizing the Financial Road Map®. The challenge is three fold. 1. This is a our second time getting back in Values-Based Financial Planning™ and all of our customers have some, if not a lot of exposure to the Values- Based Financial Planning™ book, newsletter, Financial Road Map®, our desire for limited client base, etc. 2. We are at a point where I need survival clients. 3. We have developed various pieces of our own Intellectual Property and Brand Identity. So at this point I have questions regarding melding that all together. The core script does not lend itself to those situations fully, but I may be missing something. I believe I can still make it work, yet your teachings seem to discourage that - Thoughts?

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