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?

Article ID: 545

Last updated: 20 Nov, 2019

Some people get and some people don't get it. He doesn't want to come to your office and he doesn't want to bring his wife.

I would respond:

"No problem, _________. I appreciate that insurance and investment salespeople make 'house-calls.' That's not what we are and that's not what we do. If you are in the area with ________ (wife's name) in the future I think you will both find it valuable to complete your Financial Road Map^® because ____________ (insert something personal and relevant). I appreciate how busy you both are which is why you might get so much value from having a relationship with a comprehensive financial organizer. The next step is the Financial Road Map^®. Let me know what you'd like to do."

Put him on the monthly newsletter cycle.

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Referral Process/ Misc.

Financial Road Map® Misc.

Before Financial Road Map™ -> Cancellations

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

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