When you are talking to people about what you do and using the 10 Pivotal Questions should your focus be on what the Financial Road Map® is or on Client Deliverables? It seems that many people find the 3-Meeting Process, 10 Client Deliverables more compelling than the Financial Road Map®, especially if they are already working with a broker or financial planner.

Article ID: 416

Last updated: 20 Nov, 2019

Start with the Financial Road Map® benefits and work into the others, if necessary, depending on the answers you are getting to the questions you are asking. If you are doing these conversations right, you are doing much, much more listening than talking.

Ask your questions and go deep with clarifying, expanding, and impact questions to determine whether or not "the offer" should be made. If you are not certain what I mean by "the offer" listen to your Academy 2 recordings and review the flow charts for the Self-Referral process on www.committedadvisor.com.

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Before Financial Road Map™ -> Phone Consultation™

Commitment to Hire Conversation™ -> Disengaging from Non-Ideal Clients

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I am very new to this process. Because of some recent (very positive) publicity, we are receiving a number of telephone inquiries. What pre-screening questions should I have my assistant ask interested callers before making appointments with them?

Do you have a script for appointment setting that works with a non referred client you are in the beginning stages with, that makes them feel comfortable bringing their large pile of documents to a first meeting?

Does adding the following phrase to the, "What do you do question," change the impact or sound too salesy? "I own a Values Based Financial Planning Firm. We help our clients enhance their quality of life by getting their entire financial house in perfect order and keep it that way forever.” The addition seams to add clarity to the, “What do you do,” question.

I get referrals from TD Ameritrade and many times the referring representative at TD wants me to "reach out to" these people over the phone. Can you give me some help with a script to use on the phone? Typically, they really don't have any questions and the phone conversation can be a pitfall of awkwardness. I typically tell them about my discovery process. I would simply like to know how you would approach such calls. Some of these TD referrals have turned into Ideal Clients in the past. I simply want to be more effective with weeding out the Non-Ideal Clients and get more proficient about enticing the Ideal Clients to want to schedule a meeting.

Having met a group of professionals only 1 time at a small group meeting - what would you suggest I do to try and get these individuals as Financial Road Map® Clients? What is the 1st step?

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