Is there a script for scheduling a Phone Appointment for the Trusted Advisor to take the client through the Quality of Life™ Enhancer Exercise?

Article ID: 420

Last updated: 20 Nov, 2019

I recommend doing the Quality of Life™ Enhancer Exercise during a Progress Meeting in one of two scenarios:

1) As a response to a trigger where the client is not letting go of keeping tabs on the market, reading financial periodicals, watching financial TV, listening to Financial radio shows, and / or wanting to have conversations with you about politics, markets, the economy, world events, etc. The Quality of Life™ Enhancer Exercise will help them realize that there is a finite amount of time that can be better spent on something more important.

2) When you are so far down the path with some of your Ideal Clients that your Progress Meetings are running like a Swiss Watch so efficiently that you have time to do something extra and fun.

Until you are consistently.... like for 20 weeks in a row... having 15 - 20 hours a week of Client Acquisition time on your calendar AND HONORING IT I recommend that you don't even think about the Quality of Life Enhancer exercise.

Also listed in

Progress Meeting

« Is there a letter you use when sending out the Quality of Life™...

In my Financial Road Map® Conversations I find that my clients... »

Others in this category

When running through the Financial Road Map® with existing clients that are older clients, is there a different way we should approach the tangible goal questions as it seems the older the clients, the less tangible goals that they have and what happens if a client cannot think of a tangible goal, how do you proceed from there? I have quite a number of older clients aged in their 70’s where this would occur.

The Advisor Roadmap has only three goals. How / when do you get deeper if there are more? Such as, Money Guide Pro has many goals that can be discussed. When in the process do you gather more goals?

In my Financial Road Map® Conversations I find that my clients want to talk about the deck, car and the children’s education when I am trying to dig out their Core Values. I am not sure if I am making mistakes or just need to redirect them to their values. I am telling them that we will discuss the Goals in just a few minutes but need for them to go through the Values Conversation™.

As I’m reviewing the Financial Road Map® Interview should I be taking notes on the details of the goals as they are talking about them? For example, the client is talking to each other about how much money they will need for a down payment and which neighborhood they may want to live in and how much they can expect to net from the sale of their current house and how they would get the additional funds needed from traditional loan, from family. Should I add that detail to my CRM? Use it to build the financial plan? Is there a difference if I’m listening only to improve my skills or listening because they hired me and am listening to make sure I “get it right for them”? Thoughts?

I was conducting a Phone Consultation with a prospect (Approximately 40 years old). During the Goals Conversation, she told me her goal was, “financial independence”. I then asked by when, she told me March 7, 2018. I then asked how much net spendable money yearly or monthly would she like to have? She said, ‘I would like to make $100,000 by 2018’. In her mind, “financial independence” was an income goal related to her employment, not a future amount of spendable income. What would you say to get her back on track as to the types of goals that go on the Financial Road Map® that are NOT employment related, which I really have no control over and cannot help her with?

» More articles