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Toward the end of the All the Money Conversation™ there's the following statement, "And there you have it. Any surprises so far?” What does the "it" refer to?

Article ID: 165
Last updated: 20 Nov, 2019

The client will decide what “it” refers to. And it doesn’t really matter whether they view the question from, only the All the Money Conversation™ or the entire Financial Road Map®.

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b I want to create a concise answer to the question of what do we charge. You mention two things and I can't reconcile them. Either "set a Predictable Minimum Annual Recurring Revenue and honor it for all clients" or "use an annual fee of ____ % of their net worth or assets". These seem very different. I'm fine with charging an initial one-time separate $2500 fee for creating the plan. But on going do I charge a Predictable Minimum Annual Recurring Revenue or % of assets/net worth for the 10 deliverables/3 meeting annual on-going process.
b I recently had an experience where I had push back from a client when I asked for where all of their assets were located and then found a very small asset at another firm that they had opened up recently. It kind of irritated me and I asked why they had bought the policy. The client responded a little negatively and now I am wondering whether or not I should re-engage them with the Financial Road Map® and ask the Commitment to Implement Conversation™ questions or politely tell them that I do not want to work with them?
b Is that flat Predictable Minimum Annual Recurring Revenue fee or % of net worth fee in addition to the 1% of AUM that I charge for their investments that we now manage?
b How do we respond to someone when they say, "$7500/per year (our PMARR) is a lot of money?”
b How do you complete the insurance section? Some types of insurance aren't easily summarized by a number, for example auto, disability, long-term care, etc.
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