Can you clarify when to give a Values-Based Financial Planning™ book to an existing client? I set appointments with existing clients and do the Old World, New World introduction and then the Financial Road Map®. Should I always give the Values-Based Financial Planning™ book to the clients if they hire me?

Article ID: 408

Last updated: 20 Nov, 2019

You may choose not to give your existing clients the book. Once they have experienced the benefit of Values-Based Financial Planning™ by working with you they don't really need to read about it. If they want a copy of the book for their library and ask for it, fine. Otherwise, I wouldn't offer it or make a big deal of it.

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Commitment to Hire Conversation™

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Before Financial Road Map™ -> Before Financial Road Map™ Misc.

Commitment to Hire Conversation™ -> Ideal Clients v. Non-Ideal Clients/Survival Clients

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I love the notion of, "Showing up ready to be no place else," and thought it was tremendously effective during the Academy. Would you ever consider asking clients and prospects to do the same? E.g., asking them to leave their cell phones with the receptionist? Or maybe a softer approach like, "We find clients get the most benefit from these meetings when they are able to completely focus on the discussion. If you'd like, our receptionist would be happy to keep your cell phones for you and can let you know if you get a call or text from a specific person (e.g. your kids)."

I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.

Presently, I offer a College Planning Workshop. This workshop has produced a steady stream of clients. Now I want to upgrade my practice and one way to do so is to offer the first meeting with potential clients as the Financial Road Map Interview™. I can see that a stark revision would be to offer a 20-minute phone conversation before we set the meetings. Is this script OK for inviting groups? "We offer a complimentary consultation which is a process designed for you to make the best possible choices about your money that are in alignment with your most important goals and most deeply held values. After today’s workshop, you are invited to schedule your appointment." Should I just jump to the 20-minute telephone interview before inviting them to my office for a meeting?

When prospecting to friends, frequently a friend will say that they don't want to work with me because I am a friend, that they would rather work with someone who isn't a friend. I have tried to get past this by suggesting that an adviser is all about trust, and it is easier to develop trust with a friend. However, this doesn't seem to work. The concern seems to be not wanting to disclose personal finances to a friend.

At the last Academy (January 2012 Academy 2), you mentioned that when someone asked us ‘What do you do, aren’t you a Financial Advisor?’, we should say ‘No.’ What do you say if you are still transitioning out of a position as a Financial Advisor- a role you plan on exiting at some stage?

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