What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"

Article ID: 506
Last updated: 20 Nov, 2019
That sounds great!
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folder Values Conversation™ -> What's Important About...To You?
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b What do you say to a busy CEO who spends all his time working and free time with family and does not want / cannot find time to do a Phone Consultation or Financial Road Map®. How do we create urgency without using fear to help them realize the benefits of working with us?
b In the last three business days, I had 11 Phone Consultations scheduled. Two were completed. Two were busy at work when I called and didn't want to complete the call, one didn't have the book, one canceled before the call, one canceled after no showing the call, two had forgotten and rescheduled and two more never answered when I called. To some extent this is normal. However, I am a little frustrated and disappointed. What can I do to be more effective in completing the Phone Consultations?
b I am calling people I haven't spoken to in two years. I was involved with bringing these prospects to be new clients at a trust bank I was working for at the time. How would you propose I best introduce them to the New World? I have tried the Old World New World™ introduction. I can get a meeting with many of these people but have not been able to get them to bring either their spouses or their documents. I feel I would do far better with an intermediary stage and what I understand of the self-referral process.
b At the point where I asked if the Financial Road Map® was something that he would like to complete with his partner, he said that they look at their goals every year. I asked the above question twice and still got no real response. How would you respond to this and people who seem to understand their values really well? I had the feeling that he may not be an ideal client given this interaction but wanted to give them the experience nevertheless.
b After a good telephone appointment with the husband we arranged to speak a couple of days later at a specific time once he shared his experience with his wife. When we spoke he mentioned that his wife did not believe there would be much value in meeting since they already had a financial advisor. Would it be appropriate to suggest that I offer to walk his wife through the same experience or do I professionally accept their decline to receive the gift of doing the face-to-face Financial Road Map®?
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