When using the script to set a Financial Road Map® appointment with an existing client, they sometimes want me to elaborate on the purpose of the meeting. I've found that if I even mention the Financial Road Map®, clients want to know everything about the process. I'm doing my best to steer them towards the goal of scheduling the appointment and bringing in their documents, but sometimes we get bogged down over the phone. I realize part of this is me and my lack of experience and it's also an unexpected call from me, so clients tend to be naturally curious. However, are there any tips, advice, or verbiage I can practice so my next round of scheduling calls go better?

Review the Appointment-Setting script and the beginning of the Old World / New World Financial Road Map® script.

Of course, it only gets "bogged down" because you let it get bogged down. My first advice is, don't get bogged down in the details.

If I were to get ANY resistance at all, I would say this... "Let me say this another way, your financial advisor is calling to tell you that he needs to meet with you to do something important that relates to helping you achieve your financial goals. As I said, I am making some significant changes to our business model that affect how we work together forward to help you achieve your goals. I don't call for frivolous reasons and my expectation is that when I call a meeting that you will enthusiastically and positively respond. If that's not how you feel about our professional relationship then it just became urgent that we get together as quickly as possible to discuss whether we should be working together at all or whether you should be looking for another financial advisor. So... we definitely need to get together. Do you want the agenda to be the original reason for my call or do you want to change the agenda to a discussion about our future?"

Be patient, Greg. You are on the right track. We will help you develop a value proposition, the people / communication skills, and the confidence to work with higher net worth people as their Trusted Advisor. Part of that process is what we call "Trusted Advisor" Way of Being. We don't want you to be a jerk, but you do have to behave like a leader and advisor. The evidence that you are a leader is having followers. The evidence that you are an advisor is that people follow your advice. There should be no question in your client's mind who is the advisor and who is the client. That's leadership.

You are basically the CEO and the client is the Board. The Board can fire the CEO, but when the CEO tells the Board they have to meet... the Board meets. The number one reason the Board will fire the CEO: failure to lead.