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?

Article ID: 252

Last updated: 20 Nov, 2019

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

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Values Conversation™ -> Value Levels 1,2, and 3

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I've been having some difficulty in the values conversation with clients not going "higher" than basic needs. It almost seems like I need to cue them that it's OK to go beyond money and that I want to hear about the things that are really important to them. They seem to not understand that and there's nothing in the script to let them know that. To be honest, I’ve deviated from the WIA__TY and the associated framing/bridging framework in order to have clients understand what the exercise is really about...I found it frustrating to keep hearing that money is important to pay bills without anything deeper or more important. Please share your thoughts on these several issues.

If I only took one spouse up the Values Staircase™, do I go up (review) the staircase before I take the spouse who did not go up the staircase? Or do I take the new spouse and then go over both of their values together.

When I am doing the Financial Road Map™, I get clients to the top of the stair case, where they say, “That is what life is all about.” Then they stop. This is not an emotion or a feeling. How do I get them past this point?

During the Values Conversation™ is it acceptable to list negative things if that's all the client is providing? Examples would be "no debt", "not controlled by someone else", etc?

I have just started the program and just starting to practice the Financial Road Map Interview™. However, in my client base I have a number of high net worth clients who are retired. In the Financial Road Map® conversations for existing clients, how do you approach the financial independence stage as these clients are already retired living off their investments? Just wondering how this fits in for this type of client as it looks more like the Financial Road Map Interview™ is for clients who are not there yet.

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