I have been following the script with Commitment to Hire Conversation ™ and detailing them exactly what they will get. We had a Follow-Up Meeting the other day with a client where we do a Risk Profile (legal requirement) and they were asking further questions around money management etc. Although they knew they were getting a plan they didn’t realize we handled everything (i.e. professional money management) and they said if they realized we did so much they would have been far keener to go ahead. Should we also have a list of client deliverables to show them?

Article ID: 423

Last updated: 20 Nov, 2019

This is covered when you follow the Commitment to Hire Conversation™ script telling them, among other things, that you will tell them how to allocate their assets so they have the highest probability of achieving their goals when you summarize the for quadrants in the lower left of the Financial Road Map®.

No, I would not have a complete list of Deliverables, but you might refer to the Deliverables Team illustration to be able to explain, GENERALLY, what key experts are used to help them get their entire financial house in order.

Also listed in

Financial Road Map® Misc.

Commitment to Hire Conversation™ -> Commitment to Hire Conversation™ Misc.

« I really need some simple language to explain the following...

I have a prospect who says that they want to come on board with... »

Others in this category

I joined the Ideal Life Evaluation Program a couple weeks ago. I am starting to have my initial Financial Road Map® Interviews. During the Commitment to Hire Conversation™ (and/or Commit to Implement Conversation™) the subject of what services we provide will come up. What are the 143 Deliverables Checkpoints that we are going to provide once we are fully armed with the Values-Based Financial Planning™ process? Should we provide that list to a prospective client to show them exactly what they will get from us?

How does one “politely disengage” from existing clients with whom I no longer want to work? Perhaps an example?

I have a prospect who says that they want to come on board with me but that they can’t out of loyalty to their existing advisor. What should I say in my script for this situation?

I completed a Financial Road Map® with this gentleman and his wife. He loved the experience and was very excited to go ahead and have us create an action plan. We requested additional information needed to complete the plan. I then received this email (see below). How would you respond? Thanks. Morning, Michele and I had the opportunity to sit down with an investment adviser yesterday and discovered that Optimal Performance is not only an investment company but also a financial planning firm. Embarrassing for me, as we have worked with Diane for over five years and she has helped us manage a myriad of financial challenges over that time. To realize that I have not fully taken advantage of her years of experience her expertise was "uncomfortable" to say the least. That said, Michele and I have decided not to continue moving forward with Ideal Life and re-engage Diane since we are already paying for that service. Additional, I am sure you can appreciate that we do not want to put our relationship with Diane in jeopardy especially after she has been a cornerstone for us. I have reviewed our chequing account and as of Friday, our cheque has not been processed and we would ask that it does not happen. We are prepared to pay a small fee for the work to date (including the Value-Based book) and will issue another cheque to cover that amount. I can have that available when I come to pick up our binder. As you witnessed, we were ready to make the move to see the plan and realize this a disappointing news however this is the right thing for us and aligns with the values we hold true.

What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"

» More articles