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In beginning the Mastery Series™ 1, I am keenly aware of the power of the choice of words and their impact on the people we serve. Can you explain why we use the word REVENUE per client, in describing our ideal client profile and engagement terms?

Article ID: 212

Last updated: 20 Nov, 2019

It’s the kind of good, accurate, powerful, and compelling word you would expect a financial professional to use.

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There are many forms that my clients must fill out. They are not something that can be done in the "let's take a few moments to make that happen" section. I need to prepare the paperwork and it takes more than a few moments. What I like to do is have the clients come back in to do the paperwork and go over any other information in the questionnaires I need. Then, after that, I will complete the plan and have the clients back in to go over that plan.

I am a new advisor starting from scratch as an independent advisor with Lincoln. I have lived in my home town of Pinehurst, North Carolina for 41 years. I can easily ask 150-250 families to help me practice my Financial Roadmap Interview™. But they won't have their financial documents with them. As you say, it's like going to the dentist without your teeth. Is this approach still okay?

After the initial Financial Road Map Interview™, when do I collect more details from the client to put together a detailed implementation plan, which is the next meeting, if the person becomes an Ideal Client? The Financial Road Map Interview™ does not collect the detailed information needed for a detailed implementation plan.

How do I better describe my value? One potential client thought he was already living out many of his values and thus enjoying his ideal life. How do I describe that what I do provides incredible value even for the person who enjoys managing his own investments and has enough money and time to take plenty of vacations?

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™?

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