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I had provided a Values-Based Financial Planning book to someone and have been trying to schedule a Phone Consultation™. What is the response to someone who says they are very private people and are not comfortable sharing all their personal and financial information with me? They say that the only person who knows all that information is their tax person.

Article ID: 543

Last updated: 20 Nov, 2019

There is no requirement to share any private financial information on the Phone Consultation™, so this should not be an issue when scheduling Phone Consultations.

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

« I am calling people I haven't spoken to in two years. I was...

I completed a self-referral with a prospect. My Admin Manager... »

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I have a prospect couple with whom I have conducted the Self-Referral Conversation. They have agreed to receive a copy of Values-Based Financial Planning and a Phone Consultation™. They cannot complete the Phone Consultation™ until early January 2012. Would you recommend sending out the book now or waiting closer to January?

I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

Can you let me know if what I said in the following situation was the best possible answer or if I should have given them more detail? I completed a Phone Consultation™ with a couple and it went well but they both indicated that they are not sure how the Financial Road Map Interview™ will apply to them. They just recently retired and they seem to keep going back to the statement that this Values-Based Financial Planning™ process applies to younger folks and not them. They are in their early 60's. She has skimmed the book I sent, and he has not. I did explain how ongoing monitoring of their financial house would be beneficial from a pro-active standpoint but I'm reluctant to go into too many details until they actually come into my office for their complete their Financial Road Map Interview™.

I am calling people I haven't spoken to in two years. I was involved with bringing these prospects to be new clients at a trust bank I was working for at the time. How would you propose I best introduce them to the New World? I have tried the Old World New World™ introduction. I can get a meeting with many of these people but have not been able to get them to bring either their spouses or their documents. I feel I would do far better with an intermediary stage and what I understand of the self-referral process.

I recently conducted a Phone Consultation™ and it went well. However, when I asked "What do you think the value would be for you and your wife to have a complete Financial Road Map® that you build together? He replied "Well If I did not have an Advisor and have a plan, I could see value in it". I continued to offer to complete the Financial Road Map® for them (following the script) but he said "he would not want to waste my time since he already had an Advisor for 20 years that he was happy with" I let him know it would not be waste of my time if I could do something good for them; and it could only enhance the relationship with their current Advisor. He declined but thanked me. What could I have done differently?

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