I had a very compelling couple of meetings this week and it was great. As before, I still am anxious about what my next step with them is. Things like their Homeowners Insurance scare me a bit since I have no background in that. My understanding was that there were some sophisticated Deliverable Process that we would be privy to be able to work through the various venues. Now that I have the clients committed I feel deeply that I too need to deliver on our promise. Please allay our fears about the next step.

Article ID: 403

Last updated: 20 Nov, 2019

Take a deep breath and relax. It all unfolds one step at a time. And it takes a couple of years to learn and implement the entire Values-Based Financial Planning™ Turn-key Business Model. The best thing I can tell you, at this stage of your learning, is that it is not your job to know everything the experts know, but to make sure everything gets done. You may do nothing more than tell a client, "One of your homework assignments between now and our next Progress Meeting is for you to meet with your homeowners insurance agent to review your policy and be sure that you have the right coverage to meet your needs."

You are on a journey to becoming a top 1% Financial Professional in terms of value delivered to your clients, business success, and quality of life. Enjoy the journey!

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What is the most appropriate way to handle situations where the Financial Road Map Interview™ goes extremely well, the client fits the Ideal Client Profile, and they are very receptive to working with me, but just want some more time to talk it over before committing? My current approach is to mail them a follow-up letter summarizing our Financial Road Map® conversation, inviting them to become a client, and indicating that I will call in a week to see how they feel about it. Is that the right approach?

I am new to Values-Based Financial Planning™ and under my organization I do not yet have a Deliverables Team. We are in the process of creating it but it may be months to a year down the road as an organization. How do I build a plan in the meantime that will create or show how my quoted fee or desired fee of $5000 per year is paid or able to be paid by the client?

In the Financial Road Map Interview™ script there is no area where the fees are discussed. Fees are obviously an important part of a client’s decision making, when should this be mentioned during the Financial Road Map Interview™? Is there a specific way this should be projected to the client?

During the Financial Road Map Interview™ when I’m telling the client exactly what they’re going to get in the way of a financial plan, the script talks about the four areas but never mentions their goals that we just spent time and energy identifying and then emotionally tying to them. Is it just assumed that the goals will be planned? Seems like I should say we’ll give you a plan for meeting your goals, which is of course, what we do.

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?"

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