I've been having some difficulty in the values conversation with clients not going "higher" than basic needs. It almost seems like I need to cue them that it's OK to go beyond money and that I want to hear about the things that are really important to them. They seem to not understand that and there's nothing in the script to let them know that. To be honest, I’ve deviated from the WIA__TY and the associated framing/bridging framework in order to have clients understand what the exercise is really about...I found it frustrating to keep hearing that money is important to pay bills without anything deeper or more important. Please share your thoughts on these several issues.

Article ID: 583

Last updated: 20 Nov, 2019

Try projecting them into the future w/ this language, “Let’s say you in a place where paying your bills is completely taken care of…. what’s important about being in that position… to you?”

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Values Conversation™ -> What's Important About...To You?

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