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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What happens if a client gets stuck on a Level 1 answer or... »

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During the Values Conversation™ is it acceptable to list negative things if that's all the client is providing? Examples would be "no debt", "not controlled by someone else", etc?

How do you know when a client has reached the top of the staircase on their Financial Road Map®?

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?

During the Values Conversation™, the client sometimes goes down a path about a particular aspect of their life, like travel, and may even get to level three, but then indicate that there are some level one and two responses in some other area of their life like children or community. How do we best encourage the client to transition to these other areas of their lives in the conversation without complicating or disrupting the flow of the process?

What are your suggestions for clients that are having trouble even getting started up the Values Staircase™? I have had a couple clients that answer the "What’s Important About Money... To You" question with answers like “growth” or “retirement”. Even after I try to get them to take a step back and look at the question more broadly, they are still answering with very specific answers that seem more like goals.

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