I couldn’t help but wonder about this client's wife? If he’s married then his wife needs to be there. Values Based Financial Planning™ is for couples, unless the person is single. For couples, the Goals Conversation™ is a collaborative discussion about what they want to do and have for the future. Everyone who has a future has goals. It’s unlikely that his wife would have also struggled to answer a question about goals. But, let’s say that your client is single and has trouble answering the question about goals.
I would say something like: “If you don’t have any goals or reasons to hang on to your money, then let’s talk about who you want to give all of your money to.” He’ll probably say something like, “What are you talking about? I don’t want to give all of money away.” Advisor: Interesting. If you don’t have any goals then you don’t have any reason to keep your money. You are about to become a very popular person in the community. He’ll get it.The bottom line is that some people who are financially independent think in terms of having enough money for whatever they want. What will come out of floating the idea that they give all their money away are the reasons they want to keep their money (or most of it) these are their goals. They may also have goals for giving it away. It’s all good. Once you break the ice he will likely tell you about the many things he needs and wants to keep his money for.
As always, listen to the recording of the Financial Road Map Interview™ I to hear what you do well and for opportunities to improve how well you follow the script and your Trusted Advisor Way of Being.
