My accountability coach recommended that I use the Financial Road Map® with all of my clients in order to gain practice and experience with the process. In situations, however, where I know that my clients do not fit my ideal client profile and in all likelihood will in fact be a fit, as clients for my comprehensive planning offering. Would my time be better spent prospecting for referrals with on profile clients who have experienced the Financial Road Map® for more ideal on profile clients like themselves?

Article ID: 35

Last updated: 20 Nov, 2019

It sounds like you are still in the 'experimentation' or dating phase with Values Based Financial Planning™, so I agree that you should start doing Financial Road Map Interviews™ with your best and better clients. And, I agree that you may have clients with whom you choose not to do Financial Road Map Interviews™ .

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When doing Financial Road Maps® for existing clients, I know they are not going to be going forward when I get to the Commitment to Hire™ because I know what they have in assets. Is it important to still proceed as if I didn’t know? And, should I be doing Financial Road Maps® on these people.

I know you don't want us to "pick a scab" but on several occasions the prospect stays non committal on planning. At some point in the conversation shouldn't I point out what has gone well and what areas need addressed?

I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

When running through the Financial Road Map® with existing clients that are older clients, is there a different way we should approach the tangible goal questions as it seems the older the clients, the less tangible goals that they have and what happens if a client cannot think of a tangible goal, how do you proceed from there? I have quite a number of older clients aged in their 70’s where this would occur.

What is the script for reviewing and / or redoing their Financial Road Maps®? Do I re-read their values and then slip into asking if they have more to add before proceeding onto their archived goals that need revised target dates and goals that need to be added? I feel uncomfortable just starting with a new blank Financial Road Maps®.

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