When I start discussing Values-Based Financial Planning™ to an Old World client, they stop and ask me why I am doing this since I already covered this when we first met. (In the past I would discuss what's important to them before discussing their concrete goals.) They only want to discuss the issues at hand. How do I handle this question?

Article ID: 428

Last updated: 20 Nov, 2019

You will say, "We are continually improving our client experience and our deliverables. Everyone gets a Financial Road Map® and after we complete your Financial Road Map® we will discuss how we will continue to do business going forward."

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In some recent Financial Road Map Interviews™, my friends have been joking around with their spouses and it's made us go longer than an hour but it seems like they're enjoying themselves. How would you handle this, if at all?

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I found it beneficial to receive a PDF copy of my Success Road Map®, to easily reference versus scanning my actual one. Do we have something similar to provide to customers. For example, once I do a Financial Road Map®, I would like to maintain one in my clients file and reference that in every meeting. I would also like the client to have one - do you have a tool or suggestions to simplify that?

When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

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