I had a recent Phone Consultation™ where the person was very quick in listing off the values they had; so many in a short space of time. He was also writing it all down at the same time. He seemed to be very switched on when talking about what was important to him. How would you manage someone who is reeling this information off very quickly?

Article ID: 470

Last updated: 20 Nov, 2019

Don't ask the next question until you are done writing the answer. If they seem to be wondering why you are not speaking yet say, "I'm still writing your last response. I'll be caught up in just a moment."

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Values Conversation™ -> What's Important About...To You?

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I set up an Financial Road Map Interview™ with a client but the appointment, in his mind, is going to be like our previous appointments. It seemed jarring to him to launch into the Values Conversation™. He told me, very nicely, that his mind wasn't geared to think that way for this appointment and he really couldn't think of anything to say. I told him there were no wrong answers and that this was a fun exercise. We tried again and he was still stumped. I set it aside but wanted to know if there was a more graceful exit to the process and a better way to prep my potential clients other than that I am upgrading my business model, etc.?

Several of my clients (mostly women) come to me between the final stages and they want to make some sort of personal connection before jumping into the Financial Road Map® conversation. Usually this consists of listening/empathizing for 10 – 15 minutes (or more) before we begin. Often, they are still in survivor mode and they cannot think about more than one goal (like, how do I keep the house). Jumping straight into the Financial Road Map® without making the connection has been awkward and less productive. Any advice?

I have known most of my clients for 15 to 20 years and so it seems a bit awkward for me to "switch gears" in the review process to begin asking "What's Important To You About ------ To You". Any suggestions to make this transition?

How do you recommend getting a client to answer specifically about what money means to them, rather than what money means in general?

What should I say when I am asked off topic questions or when a client's spouse interrupts the Values Conversation™?

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