Some people were analytical during the Values Conversation™ and it made them very uncomfortable. They felt under pressure to be "touchy feely". I would get the response, “What do you mean What Is Important About Money To Me?” Every response was factual as to what it would buy. Would you just politely move on to the goals section? They liked setting some goals but didn't identify with the "What are one or two words that describe what you are thinking/feeling..."

Same fundamental advice: are you setting the stage like we teach it: succinctly and introducing the recorder? Do you ask the What’s Important About…To You question slowly and deliberately? Is your Way of Being™ such that you come across as a person who wants to learn about them and help them make smart choices vs. someone who is trying to gather information that can be used as leverage to close the sale later? Do you have a nice, deliberate pause before “to you” with an emphasis on “to you” as this personalizes the question and tends to help people reflect on what’s important?

The sum of these little things makes the Values Conversation™ more compelling for them so they have a better experience. Keep in mind It’s All About Them. When they feel that It’s All About Them most people tend to enjoy the experience and want to cooperate.