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Going into my first Financial Road Map® interview, do clients ever ask or express skepticism/sarcasm at the, ‘What’s Important About…To You’ questions because it's just a fill in the blank formula. I ask because someone I practiced with asked this and I must admit that I felt a similar feeling. I know that the process works and gets to important values, but it feels almost too simple. Please offer your thoughts and perspective.

Article ID: 582
Last updated: 20 Nov, 2019
Not if you do it right. If you really care about listening to people talking about what's important to them, they will enjoy telling you what's important.
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folder Miscellaneous
folder Financial Road Map® Misc.
folder Values Conversation™ -> What's Important About...To You?
folder Values Conversation™ -> Values Conversation™ Misc.

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b Some people were analytical during the Values Conversation™ and it made them very uncomfortable. They felt under pressure to be "touchy feely". I would get the response, “What do you mean What Is Important About Money To Me?” Every response was factual as to what it would buy. Would you just politely move on to the goals section? They liked setting some goals but didn't identify with the "What are one or two words that describe what you are thinking/feeling..."
b Why shouldn't I use words like "great" or "good answer" after my clients value responses?
b What are your suggestions for clients that are having trouble even getting started up the Values Staircase™? I have had a couple clients that answer the "What’s Important About Money... To You" question with answers like “growth” or “retirement”. Even after I try to get them to take a step back and look at the question more broadly, they are still answering with very specific answers that seem more like goals.
b 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.?
b Why is it so important that you finish the "What's Important About ___To You" with the "To You?" It seems like there were a number of times on the DVD where you are almost hastily trying to get that last part "To You" in before the client starts answering?
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