How should I handle a Financial Road Map Interview™ with potential clients who are living together but not married and who don’t co-mingle their finances?

Article ID: 533

Last updated: 20 Nov, 2019

Consider these two people as two separate prospects. You will conduct two separate Financial Road Map Interviews and they will be two separate clients if they both choose to hire you.

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Opening Conversation

Financial Road Map® Misc.

Implementation Meeting

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

Before Financial Road Map™ -> Phone Consultation™

Before Financial Road Map™ -> Before Financial Road Map™ Misc.

Commitment to Hire Conversation™ -> Commitment to Hire Conversation™ Misc.

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For a client who declined a Financial Road Map® interview two months ago, is it OK to send a book and newsletter, followed by an invitation to do the Financial Road Map® again?

I am a new adviser with a company where I meet with a lot of people who currently own a product with us and I do a review on that particular product ,which is typically life insurance. Is there a smooth way to transition from the review into a discussion about the Financial Road Map®?

Often, when I am engaged in Self-Referrals with high-net worth prospects, I will encounter a prospect who expresses some interest in Values-Based Financial Planning™, however, they will wander off into a conversation about another, non-related investment topic. What scripting suggestions do you have for this circumstance?

I am doing a client event soon and I am extremely new to the Values-Based Financial Planning™ process. I will have about 100 clients and guests there to discuss the first half of the year and what we are looking at in the second half. Is there anything I should mention to the clients as a whole about how I have initiated this Value-Based Financial Planning™ approach, or should I save that information for one-on-one meetings?

I recently had a conversation with a (self-referred) successful business owner who had talked with me a couple years earlier (before I was in the program) about investing, insurance, and financial planning in general. He expressed an interest in having me take a look at his finances. According to the process, I sent him a book and conducted a Phone Consultation, which went well, and he seemed very interested in having me complete their Financial Road Map®. I scheduled a tentative appointment for when he thought his wife might be available, and asked him to let me know if the time wasn't going to work for her. I also sent him the list of documents to bring when they come. A few days later, I got the following email: "I am not sure this is going to work out. My wife cannot meet at the time we proposed. She is leaving for DC that day. I am leaving the next day. It is going to be hard to get her down to your neck of the woods [45 minutes away] and I am not wanting to go down there either. I understand that you want us both to be there for the financial planning but she is not involved in the finances in our family and that is partially by design. I understand the values based investing part of what you do but I would like to know more about your strategy in investing and what your track record is. I have been working with a company to do some financial planning mostly insurance and things of that sort. (They always come to my office to meet otherwise I don’t think we would be doing any business) Let’s keep in touch and see where it goes." He apparently views me as a wealth manager, but is currently unaware of what we really do (fully-comprehensive financial services). How would you respond?

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