Can you let me know if what I said in the following situation was the best possible answer or if I should have given them more detail? I completed a Phone Consultation™ with a couple and it went well but they both indicated that they are not sure how the Financial Road Map Interview™ will apply to them. They just recently retired and they seem to keep going back to the statement that this Values-Based Financial Planning™ process applies to younger folks and not them. They are in their early 60's. She has skimmed the book I sent, and he has not. I did explain how ongoing monitoring of their financial house would be beneficial from a pro-active standpoint but I'm reluctant to go into too many details until they actually come into my office for their complete their Financial Road Map Interview™.

Article ID: 478

Last updated: 20 Nov, 2019

You:"The Financial Road Map® is a great tool to help you plan your future and works for everyone who has a future, regardless of age. Do you have a future?"

Referral: "Yes, of course."

You: "Then you will love having a Financial Road Map®. Perhaps it will be much more clear when you experience it then I can explain on the phone. It only takes an hour to get it done. Is there a day next week that works for you?"

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Before Financial Road Map™ -> Follow-Up Phone Call (Prospective Clients)

Before Financial Road Map™ -> Phone Consultation™

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I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

There are a number of people who do business with my agency that I don’t have much of a relationship with (other than they bought insurance from my agency and I may have been involved in their purchase). Would this be more of a self-referral option, or should I get a referral from the servicing staff member, or should I treat them as a client and just use the normal procedure?

Do you have many advisors that meet at client’s houses during the transition to the ideal practice? If so, is there any wording that you would use in setting up those appointments?

Can you clarify when to give a Values-Based Financial Planning™ book to an existing client? I set appointments with existing clients and do the Old World, New World introduction and then the Financial Road Map®. Should I always give the Values-Based Financial Planning™ book to the clients if they hire me?

I recently conducted a Phone Consultation™ and it went well. However, when I asked "What do you think the value would be for you and your wife to have a complete Financial Road Map® that you build together? He replied "Well If I did not have an Advisor and have a plan, I could see value in it". I continued to offer to complete the Financial Road Map® for them (following the script) but he said "he would not want to waste my time since he already had an Advisor for 20 years that he was happy with" I let him know it would not be waste of my time if I could do something good for them; and it could only enhance the relationship with their current Advisor. He declined but thanked me. What could I have done differently?

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