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?

Article ID: 479

Last updated: 20 Nov, 2019

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.

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Financial Road Map® Misc.

Before Financial Road Map™ -> Scheduling Financial Road Map™ Interview (Existing Clients)

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When should I NOT give an existing client a Values-Based Financial Planning™ book?

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Presently, I offer a College Planning Workshop. This workshop has produced a steady stream of clients. Now I want to upgrade my practice and one way to do so is to offer the first meeting with potential clients as the Financial Road Map Interview™. I can see that a stark revision would be to offer a 20-minute phone conversation before we set the meetings. Is this script OK for inviting groups? "We offer a complimentary consultation which is a process designed for you to make the best possible choices about your money that are in alignment with your most important goals and most deeply held values. After today’s workshop, you are invited to schedule your appointment." Should I just jump to the 20-minute telephone interview before inviting them to my office for a meeting?

How should I handle a Financial Road Map Interview™ with potential clients who are living together but not married and who don’t co-mingle their finances?

I am one of the newer converts to Values-Based Financial Planning™ so this may be a mindset issue for me, but I have had several prospective Ideal Clients ask me, "How are you going to help me have a 10 level of confidence with so much going on in the world? " I tend to repeat much of what I have already said from the Pivotal Questions, but I am not convinced I have that way of being with my answer. I have begun scripting some stuff out based on the answers to the pivotal questions, but I wanted your thoughts on answering the HOW question. It’s a little different from the, "What do I get for the fee?" and, "How do I know that I can trust you?" and, "What’s the process?" scripting, so I am piecing together my answers from there.

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