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 wondered as an advisor who primarily was operating using asset-based fees if you guys have any templates or samples of the contracts which an advisor might use if he wished to switch to a flat annual retainer, which I know Bill recommends. When I set up my RIA firm the compliance firm drafted all my contracts and ADVs etc. using asset-based fee terminology and language. I just wondered if you might have a sample or template of what a client contract might look like for an annual retainer practice?

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 do we "politely disengage" during the Financial Road Map Interview™ process prior to the Commitment to Hire Conversation™ if we don't feel it will be a "good fit"?

Is there a point at which I don’t request an Financial Road Map with existing clients (accounts too small, don’t want to work with them, etc).

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

» More articles