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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Why shouldn't I use words like "great" or "good answer" after my clients value responses?

What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"

I recently had a Financial Road Map Interview™ meeting with a prospective client. She brought her Financial Road Map® to the meeting that we had partially completed during our Phone Consultation™. When I started to do the Values Conversation™ during the meeting she just referred to her original Financial Road Map® for her Values Staircase™ answers. Would you have asked her to conceal her original Financial Road Map® so we could start fresh with a new Values Conversation™?

When I ask, "Who would like to go first" I have had three occasions where the husband refereed to the wife out of being polite. So I said, "Well I learned a long time ago to start with the person who does not volunteer” and I start with the husband. When we change over to the wife she says, "Well my answers are the same as him and they just repeat his answers and really don't want to progress up the staircase. How do I determine who to start with?

In a recent Phone Consultation™ I had the referral go all the way up the Values Staircase™ after which we continued halfway up the other one. While this was one of the more extreme number of steps, I do run out every now and then while on level 3. The Financial Road Map® tends to get a little messy as I draw additional steps to the staircase. What would be a practical way with finesse to continue without losing the flow of the conversation?

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