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™.

Also listed in

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

« I have several existing clients and prospects that have zero...

I am struggling not discussing an ongoing fee in Financial Road... »

Others in this category

I am new to Values-Based Financial Planning™ and under my organization I do not yet have a Deliverables Team. We are in the process of creating it but it may be months to a year down the road as an organization. How do I build a plan in the meantime that will create or show how my quoted fee or desired fee of $5000 per year is paid or able to be paid by the client?

I have been following the script with Commitment to Hire Conversation ™ and detailing them exactly what they will get. We had a Follow-Up Meeting the other day with a client where we do a Risk Profile (legal requirement) and they were asking further questions around money management etc. Although they knew they were getting a plan they didn’t realize we handled everything (i.e. professional money management) and they said if they realized we did so much they would have been far keener to go ahead. Should we also have a list of client deliverables to show them?

I am struggling not discussing an ongoing fee in Financial Road Map® Meeting. During this conversation the clients ask me how much? The Financial Road Map® Meeting has been around 45 minutes so far and going well. I say $5,000 for the initial plan. They say what do you get? I then run through my 2 page letter of engagement which outlines upfront and ongoing service offering and takes another 45 minutes. After 1.5 hours I feel like the clients are tired and the "would you like to proceed” has lost its presence because of the meeting time. How do I avoid this? I would love to skip the letter of engagement all together, should I just briefly talk about deliverables team (which I have) best-in-class Subject Matters Experts. I am also struggling to understand in the Implementation Meeting how to address the ongoing fee is $1k-$3k per month and not go over the plan in any detail.

In the Financial Road Map Interview™ script there is no area where the fees are discussed. Fees are obviously an important part of a client’s decision making, when should this be mentioned during the Financial Road Map Interview™? Is there a specific way this should be projected to the client?

In the Commitment to Hire™ script you say, "Would you like to hire us to create this plan for you?" I'm assuming that, as a solo practitioner with one administrative assistant, I'd say, "Would like to hire me" not "us." Or is there a reason to say "us"?

» More articles