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When I attend self-referral functions and events and I am able to go deep and put the offer on the table, some of these people believe that they have everything in order and seem to be very organized and know exactly what they want to do with their life, or they say that their accountant does all that . I believe they would gain benefit from the concepts of Values-Based Financial Planning if they had a chance to understand what Values-Based Financial Planning was and may reconsider their own arrangements. Do you have any coaching that would help move these people to the next step in the process, that is accepting the book and a 20 minute conversation over the phone?

Article ID: 529
Last updated: 20 Nov, 2019
Use the same responses as you would when you make the Follow-Up Phone Call to a referral who says they already have an advisor or have everything in order.
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b A number of my clients do not involve their spouse in the financial decision making to the point where the husband (typically) wants to be the only one present. While I recognize that this process is more about values than it is about finances, the husband refuses to let the wife attend because she isn't involved in that type of decision making. Should I insist that both spouses be there knowing that the husband won't 'open up' if the wife is there?
b Having met a group of professionals only 1 time at a small group meeting - what would you suggest I do to try and get these individuals as Financial Road Map® Clients? What is the 1st step?
b I am not sure if I should explain what the Financial Road Map® is about or if this is too much detail. Sometimes when we email the client a list of the documents needed for the meeting they seem surprised. What should I tell them when asked what is this all about?
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 We scheduled a Financial Road Map® Meeting with an existing client over the telephone. A few days later they responded with the following: "Good Morning Shelby and Dean, we have decided that we will not participate in the Financial Road Map®. At present, we feel that one plan is enough. Thanks for taking the time to discuss this with us.” How would you respond to this client?
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