How do I identify true values in people's answers? Sometimes my clients will say so many different words; I find it difficult to identify which are the keywords.

Article ID: 197

Last updated: 20 Nov, 2019

The values element of their answer will have more emotion in the words.

As you gain more experience you will also learn to recognize that some words represent values and others do not. For example, security is a value. Retirement is a goal.

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Values Conversation™ -> Identifying & Organizing Client's Values

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I've been having some difficulty in the values conversation with clients not going "higher" than basic needs. It almost seems like I need to cue them that it's OK to go beyond money and that I want to hear about the things that are really important to them. They seem to not understand that and there's nothing in the script to let them know that. To be honest, I’ve deviated from the WIA__TY and the associated framing/bridging framework in order to have clients understand what the exercise is really about...I found it frustrating to keep hearing that money is important to pay bills without anything deeper or more important. Please share your thoughts on these several issues.

How do I get my clients to continue on to the level 3 values during the Values Staircase™?

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?

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 frequently work with wealthy widows. They are not part of a couple, nor are they looking to begin a relationship. Is there a version of the Financial Road Map® that has one Values Staircase™ or do you have any advice on how to effectively handle this situation the best way possible?

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