Someone asks me, “What do you do?” After I answer the question, what questions (impactful or otherwise) can I ask that would evoke an emotional response to move things forward?

Article ID: 394
Last updated: 20 Nov, 2019
One option: ask a question that relates to what you told them you do. eg: On a scale of 1-10, how confident you that you are going to achieve your goals?

Another option: ask any question from MISC list: eg: wWhat are things in your life that you are most passionate?

Another option: ask any of the Ideal Life Questions. eg: Tell me about your Ideal Life... wWhat does it look like?
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folder Before Financial Road Map™ -> Before Financial Road Map™ Misc.


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b What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"
b I need to make sure I am on the right track. Is the purpose of the self referral conversation to set a Phone Consultation Appointment? Is it important to go deep even if the prospect is welcoming to receive the Values-Based Financial Planning™ book and Newsletters and agrees to the Phone Consultation?
b How long will it take me to get as good as a 9-year old?
b How do I handle the following situation: We had a minimum before BAI of $500,000 Assets Under Management that was typically waived for referrals from current clients as these clients were easy to "close". If we tell our new referrals that we only work with Ideal Clients who pay us a retainer of $15,000 and 1% on Assets Under Management, they may be left with the wrong impression that the non- Ideal Client who referred them is a very large client.
b When a client hires me I usually do a financial plan for free. Your program suggest that I charge for the plan. How do I go back and charge an existing client for a financial plan when I've already done one for them in the past? How can I start to charge a client for something that I have always given them for free. Is there something more detailed that I can offer them? Can I increase my service to the existing client? I need some ideas, maybe some top notch programs that will take what I offer them to a new level? I feel that there should be a reason why I am increasing their fee. “I am changing the way I am doing things” really doesn't sound like a valid reason to me. Am I wrong? Earl Nightingale said prosperity is founded on a law of mutual exchange. Anyone who contributes to prosperity must prosper themselves. To me that means that if I want to increase my income then I need to increase my value to my clients. How do I do that in the context of charging them a new fee?
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