At the end of the Commitment to Hire Conversation™, the prospect said he would like to see the plan before committing to hire us. What is a good response to this?

Article ID: 539

Last updated: 20 Nov, 2019

This is impossible. You can't show them the plan that they have not yet hired you to create. I suppose you could repeat that the plan is based on their Financial Road Map® and what they get when they hire you to create that, which is scripted into the Commitment to Hire Conversation™.

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Commitment to Hire Conversation™ -> Ideal Clients Resisting to Hire/"Let Me Think About It for Awhile."

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When doing Financial Road Maps® for existing clients, I know they are not going to be going forward when I get to the Commitment to Hire™ because I know what they have in assets. Is it important to still proceed as if I didn’t know? And, should I be doing Financial Road Maps® on these people.

I completed a Financial Road Map® with this gentleman and his wife. He loved the experience and was very excited to go ahead and have us create an action plan. We requested additional information needed to complete the plan. I then received this email (see below). How would you respond? Thanks. Morning, Michele and I had the opportunity to sit down with an investment adviser yesterday and discovered that Optimal Performance is not only an investment company but also a financial planning firm. Embarrassing for me, as we have worked with Diane for over five years and she has helped us manage a myriad of financial challenges over that time. To realize that I have not fully taken advantage of her years of experience her expertise was "uncomfortable" to say the least. That said, Michele and I have decided not to continue moving forward with Ideal Life and re-engage Diane since we are already paying for that service. Additional, I am sure you can appreciate that we do not want to put our relationship with Diane in jeopardy especially after she has been a cornerstone for us. I have reviewed our chequing account and as of Friday, our cheque has not been processed and we would ask that it does not happen. We are prepared to pay a small fee for the work to date (including the Value-Based book) and will issue another cheque to cover that amount. I can have that available when I come to pick up our binder. As you witnessed, we were ready to make the move to see the plan and realize this a disappointing news however this is the right thing for us and aligns with the values we hold true.

I have my first Financial Road Map® with a prospective client next week. Assume he hires me to prepare a plan for him during Commitment to Hire Conversation™. During Commitment to Implement Conversation™, if he says something like, "How can I commit to implement an investment strategy that I have not seen? I have no idea how you intend to invest my money?" How much explanation should be sufficient for an Ideal Client to say “yes”? What does that sound like?

What do you think of this scripting when the prospective clients are talking in great detail: “I appreciate that you want to tell me the details about this, and should we decide to work together professionally, I will need to know more. For the purpose of this exercise, however, I just need to summarize the facts. I have 8 minutes budgeted for this. Would you be willing to give me a few minutes to go through your documents?"

Should we prepare a list or outline of our Deliverables Team to show to people in the event they ask a question during the Commitment to Hire Conversation™, or just outline it verbally to them?

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