On your CD Financial Road Map™ interview with Barbara and Justin, you said more than once, “You’ve said a couple things here”, are you putting each point on a separate line or combining for one line?

Article ID: 250

Last updated: 20 Nov, 2019

Yes. Write them in the order you receive them moving from the bottom step upwards. Then pick up with the last answer: “What’s Important About the-last-answer… To You?”

Module 2: FRM-Existing Clients pg. 104-105

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Values Conversation™ -> Identifying & Organizing Client's Values

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I set up an Financial Road Map Interview™ with a client but the appointment, in his mind, is going to be like our previous appointments. It seemed jarring to him to launch into the Values Conversation™. He told me, very nicely, that his mind wasn't geared to think that way for this appointment and he really couldn't think of anything to say. I told him there were no wrong answers and that this was a fun exercise. We tried again and he was still stumped. I set it aside but wanted to know if there was a more graceful exit to the process and a better way to prep my potential clients other than that I am upgrading my business model, etc.?

How should I handle answers during the Values Staircase™ that consist of stories?

I have conducted Financial Road Maps with a few clients approximately 1 year ago. I did NOT ask them to join my Ideal Client Community at the time as I did not feel they could afford my Predictable Minimum Annual Recurring Revenue and / or they did not have enough assets. They are currently survival clients. I would like to ask them to come in again to update their Financial Road Maps and at the same time ask them to join our ideal client community as I have more clarity around their income and feel they could now pay my Predictable Minimum Annual Recurring Revenue. How would you suggest I conduct this second meeting? For example, should I ask them to bring in all their documents again, update their Financial Road Maps, and go through commitment to hire outlining exactly what they get and what it costs to join the ideal client community and see where it goes?

During most of the Financial Road Maps® that I’ve conducted, I have been able to involve both spouses/partners in the experience. I believe prospects have appreciated the joint involvement. During the Values Staircase™ conversation, their responses are shallow compared to the experiences shared on the BAI CD/DVD resources and the practices sessions at the Academies. The Academies buzz with Level 2 and 3 answers. My prospects barely get to mid level 2. The husband’s highest level answer was “I’m there” as his 8th response. The wife ended up with “No worries” as her 11th response. Do you have any thoughts on how I can help the prospects create more passion in their responses?

During the Values Conversation™, the client sometimes goes down a path about a particular aspect of their life, like travel, and may even get to level three, but then indicate that there are some level one and two responses in some other area of their life like children or community. How do we best encourage the client to transition to these other areas of their lives in the conversation without complicating or disrupting the flow of the process?

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