A client asked, “How does this (having a Trusted Advisor) work in practice?” I started to explain that we work with a team of Subject Matter Experts in their narrow fields of expertise to create a plan to get your financial house in perfect order and keep it that way forever. I briefly explained the Three Meeting Process™ as well. Is this the right approach to take if asked this question or what else should I have / have not said?

Ask a clarifying question, "What do you mean by 'in practice?'" If his response is about what happens after the Financial Road Map®, I would suggest that you not go down that path. Instead say something like, "I really think you are getting ahead of what we're talking about here, which is simply the value to you and _________ of having your Financial Road Map®..."

My advice is that you continue to become very good at articulating the benefit of having a Financial Road Map® with people who have completed the phone consultation and with whom the Financial Road Map® is the next step.