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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Some people were analytical during the Values Conversation™ and it made them very uncomfortable. They felt under pressure to be "touchy feely". I would get the response, “What do you mean What Is Important About Money To Me?” Every response was factual as to what it would buy. Would you just politely move on to the goals section? They liked setting some goals but didn't identify with the "What are one or two words that describe what you are thinking/feeling..."

Going into my first Financial Road Map® interview, do clients ever ask or express skepticism/sarcasm at the, ‘What’s Important About…To You’ questions because it's just a fill in the blank formula. I ask because someone I practiced with asked this and I must admit that I felt a similar feeling. I know that the process works and gets to important values, but it feels almost too simple. Please offer your thoughts and perspective.

How should I handle answers during the Values Staircase™ that consist of stories?

Do I take out the Financial Road Map® that was completed on the Phone Consultation™ and recap the Values Staircase™ trying to take them higher? Then go into Pre-Commitment™?

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?

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