I have recently bought about 400 policy holders from another firm. These people have not had any contact or service for at least 2 years and up to 20 years in some cases. When they come to the meeting with me they are not happy due to the lack of service from the previous advisor but do want to discuss what they have previously set up. How do I commence the meeting to acknowledge the neglect and ensure them that I will be discussing the account that they still have with me now?

Article ID: 452

Last updated: 20 Nov, 2019

When you call to schedule the appointment have whatever discussion needs to be had so they vent whatever they have to vent BEFORE the Financial Road Map® interview. Only invite people in to do Financial Road Map® interviews who you believe are ready to have that conversation. I doubt that you want to do Financial Road Map® interviews with all of your newly purchased 400 policy holders.

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Before Financial Road Map™ -> Initial Contact with Prospective Clients

Before Financial Road Map™ -> Phone Consultation™

Before Financial Road Map™ -> Before Financial Road Map™ Misc.

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The 'already have an advisor' question during the Follow Up Phone Call has a scripted answer (Mod.#5, p.103) that has not worked very well for me. Is it OK to use the script for the same question during the Phone Consultation (Mod.#6, p.43) as it addresses more directly the benefit of having a Financial Road Map® regardless of the advisor? [E.g. "That's fine. Then you'll appreciate Values-Based Financial Planning™ and having a Financial Road Map®. It'll enhance the work you do with your current advisor. You can compare your existing plan to your Financial Road Map®, and you'll know for sure that you're on track.]

I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.

I am scheduling a Financial Road Map® Old World New World™ meeting with a very busy client and the only way to do Financial Road Map® is at his place of work which I know is not the best. Would you tell them I only meet at my office and risk the chance of the client saying no?

When I am calling prospects (not clients) that are already in my company's database, is it better to use the Self-Referral Process or the Financial Road Map® scheduling script?

Could you help create a script for our staff to use when calling to confirm both the Phone Consultation and Financial Road Map Interview™ to increase our chances of having the appointment kept and have the best possible experience?

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