I set up an Financial Road Map Interview™ with a client but the appointment, in his mind, is going to be like our previous appointments. It seemed jarring to him to launch into the Values Conversation™. He told me, very nicely, that his mind wasn't geared to think that way for this appointment and he really couldn't think of anything to say. I told him there were no wrong answers and that this was a fun exercise. We tried again and he was still stumped. I set it aside but wanted to know if there was a more graceful exit to the process and a better way to prep my potential clients other than that I am upgrading my business model, etc.?

It's quite normal when you begin facilitating people through the Values Conversation™ that some are easier than others. I am concerned, however, that you might develop a limiting belief that men have more difficulty going up the Values Staircase™ than women. This is NOT true! Consider every Values Conversation™ valuable in its own right and also a good lesson and practice for making you more effective at conducting future Values Conversations™. Whenever a person is struggling to think of an answer to the last “What’s It All About… To You?” question, simply relax more: smile, sit back in your chair and assure them that they have all the time in the world to reflect on what's important to them. Make sure your pen is sitting on the desk top, rather than in your hand, and keep your hands and feet still, rather than tapping and fidgeting. Make sure there is a long pause before the "To You" portion of the question: What's important about... FREEDOM........... to you? Make sure your face has an expression of genuine interest and curiosity, rather than a furrowed brow and frustrated or pained look. Are you genuinely interested in what's important to them or do you view this as just a tactic to make more money?

And, above all, remember that this exercise is for THEM and not about you. The more clarity they have about their values, the better their decisions will be, especially when those decisions are challenging or delicate.

EVERYBODY has values. With practice you will become more effective at conducing Values Conversations™ with all the finesse necessary so that they have a great experience talking about what's important to them.