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.

Also listed in

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

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

« I have had a number of Financial Road Map® appointments recently...

I am one of the newer converts to Values-Based Financial... »

Others in this category

I had a Phone Consultation™ and offered to have the prospect and his wife come in to complete their Financial Road Map®. He would not commit to a tentative appointment and wanted to discuss with his wife and think about it. How long would you wait to follow-up to see if they want to go ahead with their Financial Road Map® at our office?

I have recently bought about 400 policy holders from another firm. These people have not had any contact or service for at least 2 years and up to 20 years in some cases. When they come to the meeting with me they are not happy due to the lack of service from the previous advisor but do want to discuss what they have previously set up. How do I commence the meeting to acknowledge the neglect and ensure them that I will be discussing the account that they still have with me now?

When I have a phone consultation with an individual or couple, and I ask, “What do you think the value would be for you to have a complete Financial Road Map®?” They often give an answer that sounds more like the benefit they would get from having a complete financial *plan* (not just a Roadmap). Should I say, “That sounds like a benefit you would get from having a complete plan? What would be the value to having just a Financial Road Map®?” Or should I just let it go?

I have had a number of Financial Road Map® appointments recently where the person has indicated they have gone through significant planning recently and their perception is they have everything in place or at least have had their financial house looked at. I offered to complete the full Financial Road Map® and explained that the information he was giving me about recent planning was a little premature. I also explained that I was only offering the full Financial Road Map® at this stage and that something may or may not come of this and followed up by mentioning that, either way, the result was ok. I get the feeling they are not differentiating me from other financial planners, though. The Financial Road Map® Phone appointments are conducted with a calm way of being and with no expectation that the person will become a client. What could I say in this situation to show the prospective client we are different in our approach even though the Financial Road Map® is also very different?

I had a situation where I initially completed a Self-Referral Conversation and then conducted a Phone Consultation™ with an older prospect. He liked the process and said that his two children would like the Financial Road Map® as well. The older prospect then said that he would give his children a copy of the Values-Based Financial Planning book to read. I was thinking on offering a book to each of the client’s kids and conducting Phone Consultations™ but not having the parent alter the process by providing their book to their kids. How would you respond?

» More articles