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If tax preparation clients seem reluctant about scheduling the Financial Road Map interview™, is that a “next” situation, or do you think it would be a good idea to then send them a copy of the book and schedule a Phone Consultation™ so they can get a glimpse of the idea, while not taking nearly as much of their time, and make a better decision on whether the Financial Road Map Interview™ is something they want to do or not?

Article ID: 227
Last updated: 20 Nov, 2019
Yes. That’s one way to handle it. If that’s happening often, it may be a clue that taking this approach from the beginning will produce more consistent and predictable results.
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b When you send the Values Based Financial Planning™ book, I have always included my card with the note signed by the client... I thought I heard in the last call that you don't include your card. Can you please advise me on the process?
b In late March I was scheduling an estate planning session for one of my clients with a law firm which I have vetted as highly qualified to handle personal and business estate planning matters. There are six estate planning attorneys in this firm. In a personal conversation with the attorney to prepare for the client estate planning meeting I mentioned the program I had embraced called Values Based Financial Planning™ and after an overview of the program, he asked if I would come to a meeting in June and present Values Based Financial Planning™ to all six of the attorneys. I discussed the situation with my accountability coach and she recommended I send him a copy of the book, Values-Based Financial Planning. Follow up with a phone call to arrange a personal meeting to complete the Financial Road Map™. The question is what process should I implement to handle the meeting with the other five attorneys in June?
b It has happened a few times now that after a successful Phone Consultation™ (done according to the book) a Financial Road Map® meeting was scheduled, after which the referral cancelled. The reason (or excuse) given was, ‘I have an advisor / investments already’. When this comes up in the Phone Consultation™ I know how to respond. Since I got these responses afterwards per e-mail or voice mail I would like to know what to do. - Should try to preempt this next time and bring it up myself in the Phone Consultation? - Should I contact the referral, respond to their concern and try to reschedule?
b I am in self referral land, and I've had a few occasions when I've been treated like a salesperson (I've already got an investment guy, you're a money guy, etc.). What is your compelling response to that?
b Would it be wise to send a cover letter with the Values-Based Quality of Life™ Newsletter as an introduction and informing the referred party that they will be receiving eight copies of the Values-Based Quality of Life™ Newsletter. If so, do you have a template or possible thoughts on what you would include in such a Values-Based Quality of Life™ Newsletter cover letter?
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