How do I better describe my value? One potential client thought he was already living out many of his values and thus enjoying his ideal life. How do I describe that what I do provides incredible value even for the person who enjoys managing his own investments and has enough money and time to take plenty of vacations?

This particular person sounds like a do-it-yourselfer to me, therefore I suggest you pass on having him as a client and move on to the next person. Do not assume that if you described your value better that this person would have hired you. Keep in mind that you are not trying to convince, persuade, or sell. Most of the time you will know there is a fit, or not, during the Values Conversation™. Then it's a fairly simple matter of completing their Financial Road Map® and determining if they can afford you. If they can afford you and you would like to have them as a client you offer to be hired (Commitment to Hire Conversation™) and answer any questions they have about how much you charge and exactly what you do for them to help them actualize their Financial Road Map®. This is a professional conversation between you, a business person, and them, a prospective client. It is NOT, or should not be, a salesperson trying to "close." If they "get it" they hire you and if they don't get it they don't hire you. Your biggest frustration in business will come from trying to convince people who don't get it to get it. This is a HUGE waste of time and causes ENORMOUS brain damage. I don't recommend it.

Continue to implement what we teach and in 4 years, or less, you will create your Ideal Life by building and Ideal Client Community, by referral only, using the Values-Based Financial Planning™ turn-key business model.