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

Article ID: 409

Last updated: 20 Nov, 2019

I can't think of a situation where this would apply.

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Commitment to Hire Conversation™

Financial Road Map® Misc.

Before Financial Road Map™ -> Phone Consultation™

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

« Can you clarify when to give a Values-Based Financial Planning™...

A number of my clients do not involve their spouse in the... »

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What documents does a client need to bring to the Financial Road Map™ meeting?

I recently had a conversation with a (self-referred) successful business owner who had talked with me a couple years earlier (before I was in the program) about investing, insurance, and financial planning in general. He expressed an interest in having me take a look at his finances. According to the process, I sent him a book and conducted a Phone Consultation, which went well, and he seemed very interested in having me complete their Financial Road Map®. I scheduled a tentative appointment for when he thought his wife might be available, and asked him to let me know if the time wasn't going to work for her. I also sent him the list of documents to bring when they come. A few days later, I got the following email: "I am not sure this is going to work out. My wife cannot meet at the time we proposed. She is leaving for DC that day. I am leaving the next day. It is going to be hard to get her down to your neck of the woods [45 minutes away] and I am not wanting to go down there either. I understand that you want us both to be there for the financial planning but she is not involved in the finances in our family and that is partially by design. I understand the values based investing part of what you do but I would like to know more about your strategy in investing and what your track record is. I have been working with a company to do some financial planning mostly insurance and things of that sort. (They always come to my office to meet otherwise I don’t think we would be doing any business) Let’s keep in touch and see where it goes." He apparently views me as a wealth manager, but is currently unaware of what we really do (fully-comprehensive financial services). How would you respond?

There are a number of people who do business with my agency that I don’t have much of a relationship with (other than they bought insurance from my agency and I may have been involved in their purchase). Would this be more of a self-referral option, or should I get a referral from the servicing staff member, or should I treat them as a client and just use the normal procedure?

I have worked with many of my existing clients for several years and when we first met I conducted a Values Conversation but did not continue through the remaining parts. Now I am having discussions with these people by the Old World/New World™ Conversations. My question is do I do a completely new Financial Road map® from start to finish or do I start from their old staircase of answers. Understand most of these clients had the Values Conversation over 5 years ago.

I am a CPA and I am beginning to use the Financial Road Map® to bring more of our tax clients on as financial planning Why am I so hesitant to make calls to my existing clients? I know most of my tax clients have Financial Advisors and I am always worried that they think I am just trying to sell them something. What's wrong with me?

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