I often use the question "Do you have someone walking you through the financial aspects of...?" during my initial conversation with potential clients when they tell me of upcoming changes in their lives. If they answer, "Yes", what is an appropriate response? For example, Betty is telling me she is going to retire this week. I say, "Wow, Betty, do you have someone walking you through the financial aspects of retirement?"

Article ID: 469

Last updated: 20 Nov, 2019

Your question is not part of our process; therefore I have no coaching feedback for you. I suggest you stop asking that question and follow the script you have for conducting Financial Road Map interviews.

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I have been attending quite a few events implementing the Self-Referral Conversation. I have yet to get a client from this process, but people are accepting the offer of the book. What do you say to someone when asked why are you attending this event or why are you there? I ask this question because a lot of events I am going to, or intend to go to, are purely for implementing the Referral Conversation. In most instances I have no connection to the organizations.

Someone asks me, “What do you do?” After I answer the question, what questions (impactful or otherwise) can I ask that would evoke an emotional response to move things forward?

I had a situation where I initially completed a Self-Referral Conversation and then conducted a Phone Consultation™ with an older prospect. He liked the process and said that his two children would like the Financial Road Map® as well. The older prospect then said that he would give his children a copy of the Values-Based Financial Planning book to read. I was thinking on offering a book to each of the client’s kids and conducting Phone Consultations™ but not having the parent alter the process by providing their book to their kids. How would you respond?

Do you have a script for appointment setting that works with a non referred client you are in the beginning stages with, that makes them feel comfortable bringing their large pile of documents to a first meeting?

Can you please help me with an appropriate Financial Road Map® appointment setting script that I can use with the clients in my tax practice?

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