Several of my clients (mostly women) come to me between the final stages and they want to make some sort of personal connection before jumping into the Financial Road Map® conversation. Usually this consists of listening/empathizing for 10 – 15 minutes (or more) before we begin. Often, they are still in survivor mode and they cannot think about more than one goal (like, how do I keep the house). Jumping straight into the Financial Road Map® without making the connection has been awkward and less productive. Any advice?

Article ID: 171

Last updated: 20 Nov, 2019

One of the main benefits of the Values Conversation™ is making the personal connection you describe. I suggest that you follow the process with these people and see what happens. I believe that you will find that it both accomplishes the personal connection you describe and helps them shift from being in the weeds about their divorce and takes them to a more positive emotional place where they can be more resourceful and think about their future.

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I work predominately with retired clients. My thinking is that some of these clients would have friends, family that we would be able to assist however I am thinking that I really need to be aiming at more successful/professional type people although I have little of this type of person in my client base. This may be a silly question but how would you got about attracting this type of clients?

At the last Academy (January 2012 Academy 2), you mentioned that when someone asked us ‘What do you do, aren’t you a Financial Advisor?’, we should say ‘No.’ What do you say if you are still transitioning out of a position as a Financial Advisor- a role you plan on exiting at some stage?

As part of my self-referral process, I have partnered with a friend of mine who is a business coach. We are running a monthly networking event as co-hosts. He has proposed printing up a bunch of postcards and will be personally going door-to-door meeting local businesses. The front of the postcard will have the details of our event. the back will be shared with half for his promotions and half for my incredibly engaging text. I would like to get your input for text that includes a "free no-obligation" something.

Should I schedule/conduct Financial Road Map® meetings with Non-Ideal Clients that won’t be able to afford our service and become Ideal Clients? I am trying to reconcile different comments regarding Non-Ideal Clients and Financial Road Map® meetings with Non-Ideal Clients • Jeff (& Tom Moore) – do a road map with ALL existing clients • Bill Bachrach 24/7 website – answer to a question – there are some existing clients you shouldn’t conduct Financial Road Map® meetings with • Rick Barrera – “Non-Ideal Clients will Steal Your Ideal Life….and prolong your journey…” Disengage as quickly as possible. I entered Ideal Life Evaluation Program and Committed Advisor Program with the approach that I will do what I am told to do and not question things (Tom M. and Peter’s O's advice). I am just having a difficult time reconciling; soaking up resources for a little more short term profit, getting FRM meeting experience, giving the gift of a Financial Road Map® to Non-Ideal Clients, Non-Ideal Clients potential referrals (although there would be a disincentive for them to refer where it would shorten their tenure as a client?), letting Non-Ideal Clients know what we are doing... We could add one deliverable and increase revenue but I am finding that my deliverables team is already stretched (it will get better with experience) with Implementation meetings, Progress Update meetings...we only have 14 Ideal Clients so we will be able to handle a lot more Ideal Clients work load once we gain efficiency and better time management. Although I think the time management by my Deliverables Team (in-house) has been fairly good - it seems to be more an issue of efficiency with new system and reports. I think it would be fun to do these road maps and an easy way to fill up some Client Acquisition time. While this may be easier than other Client Acquisition activities I don’t want to take the easy way out. Lastly, I think there is something to momentum and keeping busy on PRODUCTIVE Client Acquisition activities, I just want to make sure this is productive/the best use of my time.

Often, when I am engaged in Self-Referrals with high-net worth prospects, I will encounter a prospect who expresses some interest in Values-Based Financial Planning™, however, they will wander off into a conversation about another, non-related investment topic. What scripting suggestions do you have for this circumstance?

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