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Why is it so important that you finish the "What's Important About ___To You" with the "To You?" It seems like there were a number of times on the DVD where you are almost hastily trying to get that last part "To You" in before the client starts answering?

Article ID: 172

Last updated: 20 Nov, 2019

It makes the question more personal and helps them to be more emotionally involved in the conversation.

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Values Conversation™ -> What's Important About...To You?

« I am having difficulty having prospective clients 'open up' when...

I know that I shouldn't prompt for an answer when I ask, "What's... »

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On your CD Financial Road Map™ interview with Barbara and Justin, you said more than once, “You’ve said a couple things here”, are you putting each point on a separate line or combining for one line?

What do I do when the partner who goes second during the Values & Goals Conversations™ says, "My answers are the same as my partners," or, "I don't need to go up the Values Staircase™."

When I ask, "Who would like to go first" I have had three occasions where the husband refereed to the wife out of being polite. So I said, "Well I learned a long time ago to start with the person who does not volunteer” and I start with the husband. When we change over to the wife she says, "Well my answers are the same as him and they just repeat his answers and really don't want to progress up the staircase. How do I determine who to start with?

When I have completed the Values Staircase™ with the client and I’m recapping it back to them, what should I do if they interrupt me whilst I’m going up and they start talking about their values as listed on the Values Staircase™? Do I wait until they have finished talking and then continue or do I move on straight to the Goals Conversation™ once they have stopped talking about their values?

I am having difficulty having prospective clients 'open up' when I ask them "What is Important About Money to You." Are there some other questions to help dig deeper into what a prospective client really thinks is important to them?

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