I fully appreciate the script and I am incorporating that as part of my Old World New World™ Conversation. My concern is that most of my clients have come to know me as a gregarious Financial Advisor and are used to some of the relationship building that comes when they first come in the office as we engage in conversation about some of the personal things going on in their lives. It will be obvious to them that something has changed if we suddenly stop with the pleasantries and jump in with the Old World New World™ conversation. I am okay with that conceptually but need help making the transition so they do not feel put off in any way.

Article ID: 214

Last updated: 20 Nov, 2019

In your usual gregarious style, say, “I’m really excited about this new tool that I’ve discovered to help us work even more effectively together!” Then follow the script to introduce the Financial Road Map®, in your usual gregarious style and in about a minute they will be talking about what’s important to them and you will be listening intently to their every word – in your best gregarious listening style. People LOVE to talk about what’s important TO THEM!

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For several years I have run an annual review program for all of my clients. As such this is something they have come to expect, generally around the same month each year. As I look to introduce the new world to them, including the values conversation, I seek assistance in terms of a script that clearly articulates the improvements to my service, as well as the road map conversation. For many years clients have received a circle chart and progress reports as part of my existing review process, so some of the ‘new world’ is something they will not perceive as added value. I am keen to introduce Values-Based Financial Planning™ to existing clients, outline to them the new direction of my business and that I invite them to be a part of this. I am struggling with a script to clearly differentiate the added value of the new world to them. Prior to their next scheduled review, as succinctly as possible, I would like to introduce the idea, outline an overview of the conversation we will have BEFORE we then run their standard annual review. Where clients realize the new world is for them, I would immediately slot them into the next space on my 3 meeting process schedule rather than run the review meeting. Everyone else I am obliged to run the review meeting and put the exercise down as practice, complete the work that comes from the review meeting itself and then see them in a year’s time. Either way, I am not sure how to best articulate the conversation. Could you suggest some ideas for a script to help me keep on track and ensure I best communicate the added value?

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