What happens if a client gets stuck on a Level 1 answer or repeats themselves?

Article ID: 201

Last updated: 20 Nov, 2019

It’s called projecting them into the future and it’s usually two answers in a loop, such as security and freedom.

Respond like this, “Let’s say that you are in a position where you have all the security and freedom you can imagine having… you are totally secure and completely free….. What’s Important About being in that position….To You?”

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Values Conversation™ -> Value Levels 1,2, and 3

« What do you do if people discuss multiple values in an answer? ...

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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™?

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?

I'm new to Values-Based Financial Planning™ and am looking forward to the Academy 1 in October. In the meantime, I wanted your guidance on the following: I've been referred to a young family man who is dying. I'm wondering about how he'll react to a question like, “What’s Important About… To You?” and probably more so to the question about his tangible goals... especially as he doesn't have much of a road to look down. How do you handle conversations with people who are dying, especially young people with families?

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..."

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