What are some suggestions for getting over the anxiety I am feeling when doing a Financial Road Map®?

Article ID: 158
Last updated: 20 Nov, 2019

Do more of them. Practice more in advance. Record every one and listen to it. Watch the video more. Listen to the audio of the Financial Road Map® in your car, and accept that your discomfort is a normal part of the learning curve. You don’t get to be a black belt without being a white belt first. You can’t get to confidently doing a Financial Road Map® without going through the normal emotions of whatever you feel in the early stages.


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b When, during the Financial Road Map® appointment, do we get the client to fill out our fact finder needed for the financial planning software? Should it be done before or after the Financial Road Map® or in a separate meeting? Do they complete it on their own?
b I am a new advisor starting from scratch as an independent advisor with Lincoln. I have lived in my home town of Pinehurst, North Carolina for 41 years. I can easily ask 150-250 families to help me practice my Financial Roadmap Interview™. But they won't have their financial documents with them. As you say, it's like going to the dentist without your teeth. Is this approach still okay?
b In beginning the Mastery Series™ 1, I am keenly aware of the power of the choice of words and their impact on the people we serve. Can you explain why we use the word REVENUE per client, in describing our ideal client profile and engagement terms?
b I have had a number of Financial Road Map® Appointments recently where the time of the appointment has gone to two hours. By the time I have thoroughly gone through the values of each partner and then cover their goals (in both instances this has been around 5 goals) and completed the All the Money Conversation™ and the Commitment to Hire Conversation™, it is going on close to 90-120 mins. I cannot see where there is time that we are wasting. There is little chit chat, however, at times, clients discuss some of their goals and that may take a little longer. I am not sure whether I am going too far with this. Can you please provide some comments around this or strategies I can use to reduce the time I spend on each Financial Road Map® Interview?
b I am a CPA and I am beginning to use the Financial Road Map® to bring more of our tax clients on as financial planning Why am I so hesitant to make calls to my existing clients? I know most of my tax clients have Financial Advisors and I am always worried that they think I am just trying to sell them something. What's wrong with me?
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