I gather that, at the Implementation Meeting and the Progress Meeting, the meeting should start with a review of the client’s values and goals. But rather than summarize it ourselves we should have the client walk us up their values staircase and articulate their goals. Can you give an example of how you might position that and any other notes about how to get the client used to doing that each Progress Meeting?

Article ID: 164

Last updated: 20 Nov, 2019

Either way. Most advisors we coach speak their clients’ Financial Road Map® instead of having them do it. Keep it simple – short, sweet and to the point is best. It could sound like this, “At each Progress Meeting we’ll begin with a review of your Financial Road Map®, starting with your values and then your goals. Let’s have you each speak your own values and then you can take turns with your goals.”

« At which progress meeting should I do the Quality of Life...

What should I tell a long-time client to effectively get their... »

Others in this category

I recently asked an Ideal Client to commit to the 3 meeting process by putting our next 3 meetings on the calendar. She replied, "Honestly that's hilarious! I don't even know what next week looks like". She left our meeting with only the next meeting on the calendar but I would like to get the other 2 meetings on the calendar. My reaction is to explain that to deliver comprehensive advice; that it helps to be totally organized with all my deliverables team well in advance. Is there any way to approach the comment or think about her response?

I had a very compelling couple of meetings this week and it was great. As before, I still am anxious about what my next step with them is. Things like their Homeowners Insurance scare me a bit since I have no background in that. My understanding was that there were some sophisticated Deliverable Process that we would be privy to be able to work through the various venues. Now that I have the clients committed I feel deeply that I too need to deliver on our promise. Please allay our fears about the next step.

Is there a script for scheduling a Phone Appointment for the Trusted Advisor to take the client through the Quality of Life™ Enhancer Exercise?

I would like clarification on the use of the Financial Road Map® in Progress Meetings. My understanding is that you are to prepare a new Financial Road Map® with the updated Goals and Current Value of Funds in the All the Money section. We are looking at whether there is a more efficient way of doing this, such as using soft copy that is updated at every progress meeting, given that the Goals and All the Money section are the only areas that are changed. Can you please set the record straight on how this is to be prepared for the meeting? We are trying to reduce any unnecessary work.

At a Progress Meeting my client wrote 4 notes on books and agreed to supply the address and phone numbers the following week. This client experienced my first Financial Road Map® before any training. I called for the address and during the conversation I could sense tension. After I received the addresses I asked for M.I.S.C. information and she was very uncomfortable and didn't understand why I needed personal information to solicit business from her friends. She explained that she told the people about my services and the book. They all informed her that they were happy with the advice they were currently receiving. I tried to explain that the information was a gift with no obligation and that the personal information was helpful to connect concepts in the book with something that was meaningful in their lives. I said that I didn't want to introduce this information into their world if it wasn't relevant. I said that the Financial Road Map® would help them be more effective with their current advisor. I feel like I did a poor job of communicating and probably reacted in a defensive manner. Should I send the books without the M.I.S.C. information, should I wait until the next Progress Meeting, (to better explain the process), or should I do a new Financial Road Map® with them to get an emotional connection. My clients believe that I will be sending the books but I am not comfortable that they will not be perceived as gifts.

» More articles