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.

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.