I would like to spend between 2-3 hours per week of dedicated script rehearsal time. It seems to be very difficult to create sufficient time for this purpose. I have thought of doing it in a block on a Monday morning or a Saturday morning, but then I lack the immediacy of "real world" feedback. I don't want to interrupt Client Acquisition Time partly because of the lack of focus and partly because of the inability to fully predict when client interaction will be necessary. I also find myself unable to honor a regular morning or evening schedule for this purpose.

Article ID: 489
Last updated: 20 Nov, 2019
I recommend that you listen to recordings of yourself implementing the processes in the real world during your commute time, other drive time where possible, and during some of your exercise time. You will find this especially valuable when you have a recording of yourself that exactly, or close to exact, of how you would like to implement every time. It's more important to be implementing in the real world than it is to practice just for practice sake. You get enough of that at the Academy.

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b Many of our Ideal Clients are business owners and, therefore, sponsor 401(k) retirement plans for their businesses. If we are the advisors to 401K plans where one or more of the owners are Ideal Client's, how should we be charging for the advisory services provided to the plan and participants? Should this be part of the PMARR that the Ideal Client is paying or should we charge a separate fee to the plan for the services?
b I recently completed a Financial Road Map® for a referred couple. At the end of the Commitment To Hire Conversation™ they enthusiastically said ‘yes’ to hiring me and we completed the paperwork to get things started. I am not sure if my answer to the couple’s next question was the best response: The client said, "You know I'm the President of Bradford Christian Academy, and as such I need to make financial decisions every day. One of the things we review on every purchase or project and this includes consultants who we bring in from time-to-time. One thing we look at is our Return on Investment. Since the services you provide are not necessarily financial, other than portfolio performance, how would we determine the dollar value of our business together to use to determine the Return on Investment on the relationship?" My response was, "Well Vicki, you and Bob do not have any plan in place now for retirement, college financial planning, and other major purchases, which is what has brought you to this point in our meeting. You are also concerned with your portfolio and how it is invested because neither of you are professional investment people and you're looking for help in that area. You have big dreams and values and right now are not sure how you will achieve them with your current process. So I guess I would ask you, what is the value, monetary value, you would place on a comprehensive plan that would give you the peace of mind to rest knowing you have a plan to give you the highest probability to achieve these items on your road map regardless of what happens in the world?" I felt guilty because I turned the question back to them and they said they would have to think about that answer and hadn't thought about it that way. Do you have a better answer that you would have used? I feel that I did not really answer their question, but I am not sure I could have come up with better answer than that.
b I am starting to attend a lot of networking events. At these events, you always get asked for your card. I have been reluctant to give my card out, however, due to your previous comments about our business cards. What is your advice for what information should be on the card (keep in mind for compliance reasons we need to have certain information on the card here in Australia)?
b I am planning a Client Event for the end of August. My plan is to invite several of my best clients, several of my best prospects and several of my referral partners and centers of influence and ask them to bring guests and I believe about 30 people will come. I have contacts with several non-profits. Would you advise holding the event in support of one of them and ask for donations or not? Or would that sully the social nature of the event?
b As part of my self-referral process, I have partnered with a friend of mine who is a business coach. We are running a monthly networking event as co-hosts. He has proposed printing up a bunch of postcards and will be personally going door-to-door meeting local businesses. The front of the postcard will have the details of our event. the back will be shared with half for his promotions and half for my incredibly engaging text. I would like to get your input for text that includes a "free no-obligation" something.
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