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I joined the Ideal Life Evaluation Program a couple weeks ago. I am starting to have my initial Financial Road Map® Interviews. During the Commitment to Hire Conversation™ (and/or Commit to Implement Conversation™) the subject of what services we provide will come up. What are the 143 Deliverables Checkpoints that we are going to provide once we are fully armed with the Values-Based Financial Planning™ process? Should we provide that list to a prospective client to show them exactly what they will get from us?

Article ID: 503

Last updated: 20 Nov, 2019

Answer the questions that actually come up during Commitment to Hire Conversation™ with the truth about what you currently do for your clients.

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Commitment to Implement Conversation™

Commitment to Hire Conversation™ -> Commitment to Hire Conversation™ Misc.

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What is the script that should be used for a Commitment to Hire while I am only being paid in commissions at this time?

I am struggling not discussing an ongoing fee in Financial Road Map® Meeting. During this conversation the clients ask me how much? The Financial Road Map® Meeting has been around 45 minutes so far and going well. I say $5,000 for the initial plan. They say what do you get? I then run through my 2 page letter of engagement which outlines upfront and ongoing service offering and takes another 45 minutes. After 1.5 hours I feel like the clients are tired and the "would you like to proceed” has lost its presence because of the meeting time. How do I avoid this? I would love to skip the letter of engagement all together, should I just briefly talk about deliverables team (which I have) best-in-class Subject Matters Experts. I am also struggling to understand in the Implementation Meeting how to address the ongoing fee is $1k-$3k per month and not go over the plan in any detail.

Because I am both building my Ideal Client Community AND accepting survival clients until I reach “critical mass”, how would the Commitment to Hire Conversation™ script go for these survival clients after, “So we’ve come to the point in our time together for you to decide whether or not you want us to create a written financial strategy for you. Now let me tell you exactly what you’re going to get….”. I don’t intend to provide the same level of deliverables and service to them as to Ideal Clients, and I also want to communicate the goal of Being Done™, the point in time when I will no longer be able to serve them. Scripting suggestions?

I had a great Financial Road Map® Meeting. One of my potential Ideal Clients said, “This was great we really found value, and we want to seriously discuss this before we move forward.” I get back in touch with them and they said that they are not ready to move forward for whatever reason. They like the process, and maybe it is truly just not a good time for them, or they are on the fence, have not made a final decision etc. They meet my profile for an Ideal Client. How do I continue to stay in touch and follow-up without being annoying and still keep them in my pool until I am done?

I have several existing clients and prospects that have zero debt and range typically from $3-$10 million in liquid net worth. Many of them have believed in “Term and invest the rest” mentality and therefore don't like to discuss insurance needs and their term policies have expired. By this, I'm referring to clients who are past the accumulation phase and confident in their mind that they have been adequately insured and no longer need much insurance (I realize this may not be true), and have the notion typically to only buy term and put the rest of their money into savings. When we get to the Commitment to Hire Conversation™. Many of my existing clients have zero debt, more cash then they need to have sitting around (I realize this needs to be addressed), and don't feel they need much help with insurance. Therefore the step-by-step plan addressing these four areas only has one area where they typically want, or feel, they need help in creating a plan. I'm curious if it would it make sense to change the "What you get” discussion to something that could provide a little more value than the 4 bullets currently in the script? Can you please tell me perhaps a different word track then the Financial Road Map® script since two of the four areas are not of much interest to these types of clients?

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