How do we have a conversation with clients who have already accumulated all there assets? The Financial Road Map™ questions are or sound like people still looking to build wealth?

Article ID: 400

Last updated: 20 Nov, 2019

Just follow the process. The Financial Road Map™ is definitely NOT only for accumulators. It was developed for people who are already financially independent and happens to also work with people who are still accumulating.

« I am having trouble with clients who seem to have no goals. So...

I would like clarification on the use of the Financial Road Map®... »

Others in this category

When should I NOT give an existing client a Values-Based Financial Planning™ book?

In a Financial Road Map® with a potential client we got to Commitment to Hire™. The husband said that he had a pretty good handle on everything and most of their finances were in his head. In going through what we do, I saw many flaws in their financial plans. In the end I asked the question regarding, “on a scale of 1 - 10…” The husband was an 8 and the wife was a 6-7. What would you say when you can see many flaws in a prospective client’s current planning and when there is a difference in the partners’ opinion on their financial house position? The husband is a lawyer and after hearing your latest webinar can understand why they may not be good fit. The husband said they needed some planning but not at the fee I had set. The potential clients could see the value for “certain people” for this service however cost seemed to be a major issue for them. These people fit my Ideal Client Profile.

When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

In beginning the Mastery Series™ 1, I am keenly aware of the power of the choice of words and their impact on the people we serve. Can you explain why we use the word REVENUE per client, in describing our ideal client profile and engagement terms?

At the point where I asked if the Financial Road Map® was something that he would like to complete with his partner, he said that they look at their goals every year. I asked the above question twice and still got no real response. How would you respond to this and people who seem to understand their values really well? I had the feeling that he may not be an ideal client given this interaction but wanted to give them the experience nevertheless.

» More articles