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.”

« In beginning the Mastery Series™ 1, I am keenly aware of the...

I fully appreciate the script and I am incorporating that as... »

Others in this category

I will be meeting with clients I have known for 25 years and who have been clients for six. They retired two years ago and we have been working from a Retirement Plan I prepared for them when they became clients. How do I use the Financial Road Map® with these clients?

Can you point me in the right direction for a letter or document I can provide Potential Ideal Clients who may want to talk with existing Ideal Clients about our work. Is there a template – I am sure it has been spoken about but cannot easily find anything online. I Have a 2nd round meeting this Friday with Potential Ideal Clients that said yes, and then thought about the fee and said it was too much. I want to have something I can give for them to call existing Ideal Clients. Have chatted with some existing Ideal Clients and they are happy to take calls.

In some recent Financial Road Map Interviews™, my friends have been joking around with their spouses and it's made us go longer than an hour but it seems like they're enjoying themselves. How would you handle this, if at all?

At the end of the most recent webinar you gave an example of what you would say to a prospect who wanted to wait on doing a plan. One of the things you mentioned is that the advisor’s main benefit is not in the plan or any other technical work, but in the coaching and accountability. I hate to ask, but why don’t we include that in the script to make sure every prospect knows just what they are getting and why this will be different?

What do I do when I have to have separate Financial Road Map® phone appointments for spouses?

» More articles