When I have a phone consultation with an individual or couple, and I ask, “What do you think the value would be for you to have a complete Financial Road Map®?” They often give an answer that sounds more like the benefit they would get from having a complete financial plan (not just a Roadmap). Should I say, “That sounds like a benefit you would get from having a complete plan? What would be the value to having just a Financial Road Map®?” Or should I just let it go?

Article ID: 233

Last updated: 20 Nov, 2019

Is there much of a difference? I suppose I would have to hear what they say exactly. My gut feel is that they are saying something positive about getting their financial house in order and that’s a good thing.

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My friend, a CFO of local company, referred to me his mother, who just relocated to our community. He will be present at our Financial Road Map® meeting. He's a bright person, strong personality and a CPA. I have sent him a book because I would also like to do his Financial Road Map®. How do I keep control of the meeting in case he wants to interject his opinions during his mother’s Financial Road Map®?

I have recently bought about 400 policy holders from another firm. These people have not had any contact or service for at least 2 years and up to 20 years in some cases. When they come to the meeting with me they are not happy due to the lack of service from the previous advisor but do want to discuss what they have previously set up. How do I commence the meeting to acknowledge the neglect and ensure them that I will be discussing the account that they still have with me now?

When I am calling prospects (not clients) that are already in my company's database, is it better to use the Self-Referral Process or the Financial Road Map® scheduling script?

How do I get people to come to my office for the first meeting when they frankly sometimes don’t even know if they want to meet me AND to bring their documents? I know referrals are best and I am working towards referrals only, but this other prospecting method does happen sometimes and may be happening for others as they get started building their practices.

How many days before the Phone Consultation would you have the email and phone?

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