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Would you send the email first, for example 2 days prior to the phone consultation and then also have the AM make the phone call to confirm the Phone Consultation?

Article ID: 557

Last updated: 20 Nov, 2019

Yes.

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I had a Phone Consultation™ and offered to have the prospect and his wife come in to complete their Financial Road Map®. He would not commit to a tentative appointment and wanted to discuss with his wife and think about it. How long would you wait to follow-up to see if they want to go ahead with their Financial Road Map® at our office?

While completing the Phone consultation, I asked the question, “Do you have the book handy?" Client - “YES." Advisor – “Perfect. Have you had a chance to read any of it?” Client - “YES." Advisor - “OK, do you have any questions?” Client – “No, the book is great. It’s too bad I did not meet you 3 years ago when I switched advisors.” What would you say to this?

Before the Financial Road Map® meeting, I find myself talking about all the ways I'm different from the average advisor. I discuss the 5 Critical Reports, visualizing your Ideal Life, not being on commission, etc. I do this with people who have and have not worked with an "advisor" in the past. Sometimes it must sound like I'm too busy defending myself rather than being confident in the process. Should I even discuss how I'm different or should I just take them through the process and trust that they will come up with these discoveries on their own?

For several years I have run an annual review program for all of my clients. As such this is something they have come to expect, generally around the same month each year. As I look to introduce the new world to them, including the values conversation, I seek assistance in terms of a script that clearly articulates the improvements to my service, as well as the road map conversation. For many years clients have received a circle chart and progress reports as part of my existing review process, so some of the ‘new world’ is something they will not perceive as added value. I am keen to introduce Values-Based Financial Planning™ to existing clients, outline to them the new direction of my business and that I invite them to be a part of this. I am struggling with a script to clearly differentiate the added value of the new world to them. Prior to their next scheduled review, as succinctly as possible, I would like to introduce the idea, outline an overview of the conversation we will have BEFORE we then run their standard annual review. Where clients realize the new world is for them, I would immediately slot them into the next space on my 3 meeting process schedule rather than run the review meeting. Everyone else I am obliged to run the review meeting and put the exercise down as practice, complete the work that comes from the review meeting itself and then see them in a year’s time. Either way, I am not sure how to best articulate the conversation. Could you suggest some ideas for a script to help me keep on track and ensure I best communicate the added value?

When making the calls to schedule Financial Road Map® interviews with current clients, I've received the same reply numerous times. The client will often say something to the effect that he/she needs to check scheduling with their spouse and will get back to me with a time that works for the two of them. I reply that it is fine and confirm when I can check back in. I then send an email to the client I spoke with to serve as a reminder. Is there anything else I should be doing? I imagine that pressing to set an appointment on the phone, with language like, “Let's set a time that works for you, you'll check with your spouse and we can reschedule if necessary” is too “salesy”?

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