Twice I have encountered a successful phone appointment with the husband only to be declined by the spouse for completing the Financial Road Map®. Any recommendations on what different I should do to have them complete the Financial Road Map® in my office? Both are not Existing Clients.

Article ID: 510

Last updated: 20 Nov, 2019

I would schedule a Phone Consultation™ with the wife so she can experience for herself the value of having a complete Financial Road Map®.

This usually has a positive affect and she’ll be eager (or at least willing) to come to the meetings. She will likely appreciate the opportunity to talk about what’s important to her and have someone actually listen.

The bottom line is that in your Old World, you met with one spouse. In your New World you work with couples to help them actualize their Financial Road Maps®. If they don’t want to do that they are not Ideal Clients.

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Before Financial Road Map™ -> Follow-Up Phone Call (Prospective Clients)

Before Financial Road Map™ -> Initial Contact with Prospective Clients

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When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

I recently conducted a Phone Consultation™ and it went well. However, when I asked "What do you think the value would be for you and your wife to have a complete Financial Road Map® that you build together? He replied "Well If I did not have an Advisor and have a plan, I could see value in it". I continued to offer to complete the Financial Road Map® for them (following the script) but he said "he would not want to waste my time since he already had an Advisor for 20 years that he was happy with" I let him know it would not be waste of my time if I could do something good for them; and it could only enhance the relationship with their current Advisor. He declined but thanked me. What could I have done differently?

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?

Would you go through some of your thought processes as you decide whether or not to introduce the Quality of Life Enhancer Exercise® during the Phone Consultation™?

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?

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