I have conducted two successful telephone consultations resulting from mailing a Values Based Financial Planning™ book resulting from the Self Referral Process recently. Both prospects came to my office to complete their Financial Road Map®. When the prospects arrived, they brought their Values Based Financial Planning™ book and their Financial Road Map®. When I began the meeting, each prospect opened up their Financial Road Map® and now we had two Financial Road Maps® on the table. They were even completing their Financial Road Map® as I completed my copy during the recorded conversation. What should I have done or said that would have resulted in my Financial Road Map® being at the center of the table for the conversation?

Article ID: 213

Last updated: 20 Nov, 2019

Be polite and direct, for example, “We only need to work on one Financial Road Map® during our meeting today, so you can put yours away. I’ll relieve you of the writing responsibilities.”

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