What do you do if people discuss multiple values in an answer? Should you list multiple steps upwards?

Article ID: 200

Last updated: 20 Nov, 2019

Yes. Write them in the order you receive them moving from the bottom step upwards. Then pick up with the last answer: What’s Important About the-last-answer… To You?

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

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Why shouldn't I use words like "great" or "good answer" after my clients value responses?

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™?

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.

In a recent Phone Consultation™ I had the referral go all the way up the Values Staircase™ after which we continued halfway up the other one. While this was one of the more extreme number of steps, I do run out every now and then while on level 3. The Financial Road Map® tends to get a little messy as I draw additional steps to the staircase. What would be a practical way with finesse to continue without losing the flow of the conversation?

Sometimes it is hard to get a client or prospect to move into a level 3 response. Does this more often speak to an Advisor’s skill level or the fact that some clients have a hard time getting to Level 3 responses themselves?

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