I know that I shouldn't prompt for an answer when I ask, "What's Important About Money......To You?" However, do you have any suggestions on "alleviating" the client's "anxiety"? Also do you think this is because of their experience (or lack of experience as it pertains to planning) or is it my Way of Being™?

Just relax and give them plenty of emotional space to think of their first answer. If necessary, ask the question again more slowly, “What’s Important About Money To You?” with a greater emphasis on "To You."

Also listen to your recordings of your Financial Road Map Interviews™, paying special attention to the opening. How well do you follow the script? Is your pace relaxed? Do you ask the “What’s Important About Money To You?” question in a thoughtful, inquisitive and curious manner? Was there too much chit-chat and discussion prior to the opening and the “What’s Important About Money To You?” question?

The success of what you are currently doing is base on what immediately preceded it.