My friend, a CFO of local company, referred to me his mother, who just relocated to our community. He will be present at our Financial Road Map® meeting. He's a bright person, strong personality and a CPA. I have sent him a book because I would also like to do his Financial Road Map®. How do I keep control of the meeting in case he wants to interject his opinions during his mother’s Financial Road Map®?

Article ID: 390

Last updated: 20 Nov, 2019

Be clear about the "ground rules" in advance. This is HER Financial Road Map Interview™ and SHE will have a much better experience if he just lets her think and answer the questions for herself. I suspect most of his questions will be after Commitment to Hire, if you choose to offer to be hired.

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I am scheduling a Financial Road Map® Old World New World™ meeting and the client says his wife may not want to come. I know she should be at the meeting for both of them to experience the Financial Road Map® together. What should I say to overcome the objection and make both of them understand she needs to be there?

Before the Financial Road Map® meeting, I find myself talking about all the ways I'm different from the average advisor. I discuss the 5 Critical Reports, visualizing your Ideal Life, not being on commission, etc. I do this with people who have and have not worked with an "advisor" in the past. Sometimes it must sound like I'm too busy defending myself rather than being confident in the process. Should I even discuss how I'm different or should I just take them through the process and trust that they will come up with these discoveries on their own?

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In the last three business days, I had 11 Phone Consultations scheduled. Two were completed. Two were busy at work when I called and didn't want to complete the call, one didn't have the book, one canceled before the call, one canceled after no showing the call, two had forgotten and rescheduled and two more never answered when I called. To some extent this is normal. However, I am a little frustrated and disappointed. What can I do to be more effective in completing the Phone Consultations?

When I attend self-referral functions and events and I am able to go deep and put the offer on the table, some of these people believe that they have everything in order and seem to be very organized and know exactly what they want to do with their life, or they say that their accountant does all that . I believe they would gain benefit from the concepts of Values-Based Financial Planning if they had a chance to understand what Values-Based Financial Planning was and may reconsider their own arrangements. Do you have any coaching that would help move these people to the next step in the process, that is accepting the book and a 20 minute conversation over the phone?

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