Because I am both building my Ideal Client Community AND accepting survival clients until I reach “critical mass”, how would the Commitment to Hire Conversation™ script go for these survival clients after, “So we’ve come to the point in our time together for you to decide whether or not you want us to create a written financial strategy for you. Now let me tell you exactly what you’re going to get….”. I don’t intend to provide the same level of deliverables and service to them as to Ideal Clients, and I also want to communicate the goal of Being Done™, the point in time when I will no longer be able to serve them. Scripting suggestions?

Article ID: 208

Last updated: 20 Nov, 2019

Just tell the truth of about what you are going to do for them and how much they will pay for that.

I wouldn’t explain all the details about being done and that there will come a time when you will no longer be able to serve them during Commitment to Hire Conversation™. This may be more appropriate in the Implementation Meeting Conversation™.

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Commitment to Hire Conversation™ -> Ideal Clients v. Non-Ideal Clients/Survival Clients

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I have been following the script with Commitment to Hire Conversation ™ and detailing them exactly what they will get. We had a Follow-Up Meeting the other day with a client where we do a Risk Profile (legal requirement) and they were asking further questions around money management etc. Although they knew they were getting a plan they didn’t realize we handled everything (i.e. professional money management) and they said if they realized we did so much they would have been far keener to go ahead. Should we also have a list of client deliverables to show them?

I completed a Financial Road Map® with this gentleman and his wife. He loved the experience and was very excited to go ahead and have us create an action plan. We requested additional information needed to complete the plan. I then received this email (see below). How would you respond? Thanks. Morning, Michele and I had the opportunity to sit down with an investment adviser yesterday and discovered that Optimal Performance is not only an investment company but also a financial planning firm. Embarrassing for me, as we have worked with Diane for over five years and she has helped us manage a myriad of financial challenges over that time. To realize that I have not fully taken advantage of her years of experience her expertise was "uncomfortable" to say the least. That said, Michele and I have decided not to continue moving forward with Ideal Life and re-engage Diane since we are already paying for that service. Additional, I am sure you can appreciate that we do not want to put our relationship with Diane in jeopardy especially after she has been a cornerstone for us. I have reviewed our chequing account and as of Friday, our cheque has not been processed and we would ask that it does not happen. We are prepared to pay a small fee for the work to date (including the Value-Based book) and will issue another cheque to cover that amount. I can have that available when I come to pick up our binder. As you witnessed, we were ready to make the move to see the plan and realize this a disappointing news however this is the right thing for us and aligns with the values we hold true.

Should we prepare a list or outline of our Deliverables Team to show to people in the event they ask a question during the Commitment to Hire Conversation™, or just outline it verbally to them?

I really need some simple language to explain the following issues. We are charging a flat fee of $9,870 per annum, plus all the Deliverables, which will add up to a total of a minimum of another $10,000. Do I, for example, just state the total will be say $22,000 per annum, or do I just suggest our fee does not include the things you buy to advance progress towards their goals.

Before the Financial Road Map® meeting, I find myself talking about all the ways I'm different from the average advisor. I discuss the 5 Critical Reports, visualizing your Ideal Life, not being on commission, etc. I do this with people who have and have not worked with an "advisor" in the past. Sometimes it must sound like I'm too busy defending myself rather than being confident in the process. Should I even discuss how I'm different or should I just take them through the process and trust that they will come up with these discoveries on their own?

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