How do you identify names of financial planners, money managers,etc..?

Article ID: 306

Last updated: 20 Nov, 2019

Also part of Mastery Series™ 3, Trusted Advisor Toolkit™, and Values-Based Financial Planning Office™. Essentially you ask other professionals who they believe are the best in class in the category of professional you are looking for. The same names coming up repeatedly indicates that someone is well-regarded by their peers and other relevant professionals. This is how you build your list of candidates to be vetted for your Deliverable Team.

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I often use the question "Do you have someone walking you through the financial aspects of...?" during my initial conversation with potential clients when they tell me of upcoming changes in their lives. If they answer, "Yes", what is an appropriate response? For example, Betty is telling me she is going to retire this week. I say, "Wow, Betty, do you have someone walking you through the financial aspects of retirement?"

Can you please suggest an appropriate scripted reply, when my clients (often happens in the Values Staircase™ Conversation) ask me, "Are you a life coach or counselor?” I’m looking for a response that has a yes but we are also so much more impactful i.e. a wow factor that’s compelling, succinct and all about them.

I’m awaiting my books so that I can begin the referral process with my Ideal Clients. In the meantime, I’m generating self-referrals where ever I can. I attended a local Chamber of Commerce meeting for that purpose that lasted two hours. How do I categorize that on my calendar (i.e. client acquisition, etc)?

Should I record all meetings, not just the Financial Road Map®?

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?

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