What do you do if someone shows up 15 minutes late for a Financial Road Map® meeting after having rescheduled twice?

Article ID: 255

Last updated: 20 Nov, 2019

If you are asking me, personally, what I would do… I would accept that as a “sign from God” that this person is not an Ideal Client and not meet with them.

Just for clarification, do your Ideal Clients show up on time and prepared for their meetings?

Fundamentally, this is why very few advisors build Ideal Client Communities… they are too busy dealing with all the idiosyncrasies of their non Ideal Clients.

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Can I do a Financial Road Map® in a group setting?

I have a relationship [developed last year - "pre-BAI"] with a senior person at the Major League Baseball Players Alumni Association that needs to be followed-up on. In fact, he owes me a call that I would like to preempt by calling him. I believe the Financial Road Map® experience, and the three meeting process, etc., could offer solutions to many of the problems voiced to me by not just Major League Baseball, but by others in professional sports [some of whom I may have access through people I know]. I need the words to use for my centers of influence [these with direct access to sports personalities] to get them to give me access to their constituents. This is not a situation for me to run a Road Map [they are not physically close] but one where I would like to get their interest to possibly invite me to meet with their Board and/or refer me directly. I need a script!

I am a CPA and I am beginning to use the Financial Road Map® to bring more of our tax clients on as financial planning Why am I so hesitant to make calls to my existing clients? I know most of my tax clients have Financial Advisors and I am always worried that they think I am just trying to sell them something. What's wrong with me?

For several years I have run an annual review program for all of my clients. As such this is something they have come to expect, generally around the same month each year. As I look to introduce the new world to them, including the values conversation, I seek assistance in terms of a script that clearly articulates the improvements to my service, as well as the road map conversation. For many years clients have received a circle chart and progress reports as part of my existing review process, so some of the ‘new world’ is something they will not perceive as added value. I am keen to introduce Values-Based Financial Planning™ to existing clients, outline to them the new direction of my business and that I invite them to be a part of this. I am struggling with a script to clearly differentiate the added value of the new world to them. Prior to their next scheduled review, as succinctly as possible, I would like to introduce the idea, outline an overview of the conversation we will have BEFORE we then run their standard annual review. Where clients realize the new world is for them, I would immediately slot them into the next space on my 3 meeting process schedule rather than run the review meeting. Everyone else I am obliged to run the review meeting and put the exercise down as practice, complete the work that comes from the review meeting itself and then see them in a year’s time. Either way, I am not sure how to best articulate the conversation. Could you suggest some ideas for a script to help me keep on track and ensure I best communicate the added value?

If I give the Financial Road Map® to the client after the interview how do I update it if they become part of the Ideal Client Community?

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