When I do progress meetings with clients and review the Values Staircase™ I originally did with them a year or two years ago, it does not feel as crisp as a new one would. Would you ever recommend re-doing the Values Staircase™ with existing clients now that I am much more comfortable with the process?

Article ID: 20

Last updated: 20 Nov, 2019

Very unlikely. A good recap should be quite compelling as they are looking at their entire Financial Road Map® as the foundation for every progress meeting. You might also have them read their values form the Financial Road Map® out loud because them saying their values instead of you will be more compelling and emotional. It’s okay to ask something like, “What are you thinking and feeling as you read your values aloud?” “Does that still ring true for you?”

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What is the script for reviewing and / or redoing their Financial Road Maps®? Do I re-read their values and then slip into asking if they have more to add before proceeding onto their archived goals that need revised target dates and goals that need to be added? I feel uncomfortable just starting with a new blank Financial Road Maps®.

Many clients appear to be busy this summer and have been putting off, or canceling, Progress Meetings. Is this a reflection of perceived value they are receiving at the meeting, or do they feel all is under control and that I am taking care of it? Do you have some ideas on how to keep the relationships close while we are apart?

We do not do tax preparation in our office so when preparing end-of-year tax planning are we meeting with the client and their Certified Public Accountant or just the Certified Public Accountant? This seems to be a fourth meeting. As we begin time-blocking the Three Meeting Process we are realizing that having these meetings with all 124 Ideal Clients (or their Certified Public Accountants) in September, October, and November will require a substantial amount of time. How do we keep on track with the Three Meeting Process with this fourth meeting?

I see in the Progress Meeting agenda for the Goal Progress Outlook meeting that the client can be given the Quality of Life™ Enhancer exercise as homework. I am MORE under the impression that this exercise should be done in person and administered by me. Why does it refer to the Quality of Life™ enhancer exercise as homework? Am I missing something?

I would like clarification on the use of the Financial Road Map® in Progress Meetings. My understanding is that you are to prepare a new Financial Road Map® with the updated Goals and Current Value of Funds in the All the Money section. We are looking at whether there is a more efficient way of doing this, such as using soft copy that is updated at every progress meeting, given that the Goals and All the Money section are the only areas that are changed. Can you please set the record straight on how this is to be prepared for the meeting? We are trying to reduce any unnecessary work.

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