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?

Article ID: 406
Last updated: 20 Nov, 2019
I appreciate that you are already thinking about being a better Financial Advisor who delivers more value to your clients. Well done!

The short answer is that you do the best you can with what you have. Rome wasn't built in a day, as the saying goes. It takes one to two years to build a Deliverables Team of best-in-class Subject Matter Experts who can help you deliver on the full Values-Based Financial Planning™ Value Proposition.
Your main objective during the evaluation phase of working with us is to do as many Financial Road Maps® as possible so that some of your existing clients do more business with you and your prospective clients hire you more quickly and do more business with you than they did when you did not use the Financial Road Map®. This produces two results:
1. It generates the money you will need invest in the Committed Advisor Program (CAP). You should have a $30,000 - $50,000 Return On Investment by the time you attend your first Academy in San Diego.
2. You get enough experience working with us for us to know if we should invite you to join our Committed Advisor Community and for you to know if you should accept if we do.

There are some options under the Commitment to Hire Frequently Asked Questions on the 24/7 Content Coaching Site that may help you craft a Commitment to Hire Conversation™ that is more in alignment with what you currently offer to your clients.

In the meantime, just think about being as full-service as you possibly can and use all the tools and resources at your disposable so that your clients can rely on you for everything they need to achieve their financial goals. You don't have to know what all the experts know. You just need to know the experts.

A journey of a thousand miles begins with a single step. Keep up the good work!
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folder Commitment to Hire Conversation™ -> Commitment to Hire Conversation™ Misc.


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b 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?
b What is the script that should be used for a Commitment to Hire while I am only being paid in commissions at this time?
b 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?
b 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.
b I have had situations where a Financial Road Map Interview™ participant asks for additional time during the Commitment to Hire Conversation™, in which case I mail them a letter with a typed up version of the Values Staircase™ and brief recap of what they would get in a written plan – with an invitation to become a client and the last sentence states that I will call them in a few days to follow-up and answer any additional questions you may have. If they are still noncommittal when I make the follow-up call, what is the best way to handle that?
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