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?

Maybe, maybe not. Some people are not very passionate. Some people are downright dull and boring. We are working to help you build a community of Ideal Clients. Your Ideal Clients will not need you to help them come up with level 2 and 3 answers or to cause them to be passionate. They already are passionate about what’s important to them.

That said, how is your Way of Being? When you listen to your recordings are you asking the questions in a monotone, dull, and boring way or are you asking the questions with emotion and feeling? It might go without saying, but just to be on the safe side… ask the questions with emotion and feeling. And make sure to actually ask the question as we teach it: WIA ________ … TY? And do not ad lib other questions or make comments about their answers.

Module 2: Introduction to FRM Pg. 15-17 Module 2: FRM-Existing Clients Pg. 109-110