I frequently work with wealthy widows. They are not part of a couple, nor are they looking to begin a relationship. Is there a version of the Financial Road Map® that has one Values Staircase™ or do you have any advice on how to effectively handle this situation the best way possible?

Article ID: 531

Last updated: 20 Nov, 2019

Just use one Value Staircase™ without feeling self-conscious about it or feeling a need to explain it. The same is true with a person or couple who has fewer than 3 goals. Just because there are 3 goals shields does not mean they have to have 3 goals. Ditto for 2 Values Staircases.

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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?

How do I better describe my value? One potential client thought he was already living out many of his values and thus enjoying his ideal life. How do I describe that what I do provides incredible value even for the person who enjoys managing his own investments and has enough money and time to take plenty of vacations?

After the initial Financial Road Map Interview™, when do I collect more details from the client to put together a detailed implementation plan, which is the next meeting, if the person becomes an Ideal Client? The Financial Road Map Interview™ does not collect the detailed information needed for a detailed implementation plan.

In the Financial Road Map Interview™, the Pre-Commitment script is just slightly different from the Referral Phone Appointment script. Is their any preference to use one script or the other in either of these instances?

How do I politely control a client who talks too much or goes off on tangents?

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