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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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?

I love the notion of, "Showing up ready to be no place else," and thought it was tremendously effective during the Academy. Would you ever consider asking clients and prospects to do the same? E.g., asking them to leave their cell phones with the receptionist? Or maybe a softer approach like, "We find clients get the most benefit from these meetings when they are able to completely focus on the discussion. If you'd like, our receptionist would be happy to keep your cell phones for you and can let you know if you get a call or text from a specific person (e.g. your kids)."

I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

I do not have a securities license as of yet. I only have Life and Health at this time. How can I use the Values Conversation™ and the Financial Roadmap® with just having these licenses?

What is the script for reviewing and / or redoing their Financial Road Maps®? Do I re-read their values and then slip into asking if they have more to add before proceeding onto their archived goals that need revised target dates and goals that need to be added? I feel uncomfortable just starting with a new blank Financial Road Maps®.

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