I was conducting a Phone Consultation with a prospect (Approximately 40 years old). During the Goals Conversation, she told me her goal was, “financial independence”. I then asked by when, she told me March 7, 2018. I then asked how much net spendable money yearly or monthly would she like to have? She said, ‘I would like to make $100,000 by 2018’. In her mind, “financial independence” was an income goal related to her employment, not a future amount of spendable income. What would you say to get her back on track as to the types of goals that go on the Financial Road Map® that are NOT employment related, which I really have no control over and cannot help her with?

Article ID: 579

Last updated: 20 Nov, 2019

"Oh, I think I might have asked the question wrong. When I asked, 'Tell me about a goal that requires money and planning to achieve,' I meant something you'd like to achieve in the future that will require you to save money for. Does that make more sense now?" Ask the question again. If it were to need further clarification, "Your income is where you'll get the money to save for and achieve your future goals. Tell me about one of your goals that requires money and planning to achieve."

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I have had a number of Financial Road Map® Appointments recently where the time of the appointment has gone to two hours. By the time I have thoroughly gone through the values of each partner and then cover their goals (in both instances this has been around 5 goals) and completed the All the Money Conversation™ and the Commitment to Hire Conversation™, it is going on close to 90-120 mins. I cannot see where there is time that we are wasting. There is little chit chat, however, at times, clients discuss some of their goals and that may take a little longer. I am not sure whether I am going too far with this. Can you please provide some comments around this or strategies I can use to reduce the time I spend on each Financial Road Map® Interview?

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