Could you please provide some scripting or options around disengaging clients once you have completed the Values Staircase™ with them? If they are not your Ideal Clients…

Article ID: 177

Last updated: 20 Nov, 2019

I would not disengage just because they are not an Ideal Client. I would disengage if they are not getting value from the Values Conversation™. This might show up in them being uncooperative or unable to answer the questions. In this case, simply tell the truth. It might sound like, “I have the impression that you are not getting much value from our conversation today and I don’t think it makes sense to continue. Your time is too valuable to waste on something that’s not working for you. Although we agreed to meet for an hour today, I propose that we cut this meeting short and that we both move on to something that’s a better use of our time. How does this sound to you?”

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I have an existing client worth a million dollars (Richard Clarke) who has not been introduced to Old World/ New World™ yet. He could potential be an ideal client and I plan on doing a Financial Road Map®. I was previously trained by CEG Worldwide John Bowen and company. He would like me to manage his mothers’ million dollars and before doing so his sister would like to meet me prior to them hiring us. This opportunity occurred before I starting training in the Values-Based Financial Planning™ program. Can you please provide some insight and perhaps an agenda of things that you might discuss in this initial meeting with the sister? My goal would be to do Financial Road Map® meetings with the whole family. I’m interested in hearing your thought process regarding this scenario. The meeting is in the client’s home. I understand the meetings should be at my office and in the past Richard comes to see me at my office. He asked me to do him a favor and have a cup of coffee with him at his home since his sister was in town and staying with him. The mother and sister both live in Arizona. The mother has 1 million liquid and the sister has around 16 million liquid.

During a Group Referral, the first person I offered the book to would not provide her business card and Ideal Life Worksheet in exchange for the book. I was not sure what to do, so I simply smiled and gave her the book (I was thinking, ‘OK then, no book for you’). The other seven people in the group followed the process perfectly and gave me their business cards and Ideal Life Worksheets in exchange for the book. Is there anything you would have said to the first person who would not provide their business card and Ideal Life Worksheet?

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I'm not convinced I have the complete answer to the question, ‘What kind of clients do you serve best?’ Do you have any suggestions? We work with corporate executives, professionals, and business owners that want to spend more time with their families and doing things that are important to them. These people are delegators that have a strong desire to achieve their goals. The clients we serve best have financial assets of over $900,000.

I have conducted Financial Road Maps with a few clients approximately 1 year ago. I did NOT ask them to join my Ideal Client Community at the time as I did not feel they could afford my Predictable Minimum Annual Recurring Revenue and / or they did not have enough assets. They are currently survival clients. I would like to ask them to come in again to update their Financial Road Maps and at the same time ask them to join our ideal client community as I have more clarity around their income and feel they could now pay my Predictable Minimum Annual Recurring Revenue. How would you suggest I conduct this second meeting? For example, should I ask them to bring in all their documents again, update their Financial Road Maps, and go through commitment to hire outlining exactly what they get and what it costs to join the ideal client community and see where it goes?

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