What would you say at the Commitment To Hire Conversation™ stage when a client says they have an advisor that does all that I am offering, or the client perceives that their advisors does all this for them already? How would you approach this or what type of script would be good in this circumstance?

I think we covered this very well at the last Academy (January 2012 Academy 2). I suggest that you listen to the audio recordings about the Commitment to Hire Conversation™ where we discussed the use of the diagrams to make your points visually about what you do for your clients. These were the 3 Meeting Process™ and the Conceptual Deliverables Team structure diagrams. You might also use the chart (created by Mark Scorer) that illustrates cycling through the 143 Deliverables Check Points in the first 59 days and then cycling through them again as part of the 3 Meeting Process™ that follows the Implementation Meeting and Initial Progress Update meeting (the first 59 days). The written explanation from the Trusted Advisor Toolkit Kit™ about the 10 Client Deliverables™ could also be used, but it's a little text-heavy for my taste.

If I felt that I had explained what we do well during Commitment To Hire Conversation™ already, then I might ask this question of the person who claims that there advisor already does this, "Do you really believe that or are you just looking for a polite way to tell me that you don't want to work with me?"

If they were to ask why I'm asking this question I would say, "Because I must be doing a terrible job of explaining what we do for a clients if you think that your current advisors does the same thing. And before I attempt to explain it again I don't want to waste your time, or mine, if you have really made up your mind about working with me and, regardless of how much more value I actually provide compared to what you are currently getting from your advisor, you are committed to doing business with him or her. So... what would you like for me to do?"

You might also use the, "On a scale of 1-10... for your house being in perfect order," language which I demonstrated several times at the recent Academy. It's also on the recordings and will make an effective script. The point is this: If a person is anything other than an unequivocal ‘10’, they would be better served working with you.

Take your best shot and move on. The goal isn't to convince your average person that they ought to be doing business with you. The goal is to build a business of Ideal Clients.