I was rehearsing my script, “Financial Road Map New or Referred Clients” with my wife as a pretend client. As we discussed the Goals Conversation™, and I asked her, “Let’s say you’re there, what are two or three words that describe what you’re thinking and feeling now that you’re there?” She responded that is sounded like I’m “selling her a timeshare.” As if I were a salesman. Do I just need more practice?

Article ID: 530

Last updated: 20 Nov, 2019

I don't really have any comments about this, Dave. It's just an anomaly. Keep in mind that it's not a "closing" question. The purpose of the question is to document, for them, the emotional payoff of achieving their goal on their Financial Road Map®.

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