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What’s a good ratio to strive for in terms of client talking vs. advisor talking during the Financial Road Map® Interview? I listened to my first Financial Road Map® Interview today and found that they talked for 60 minutes and me for 23 minutes, leading to a 73/27 ratio.

Article ID: 584
Last updated: 20 Nov, 2019

This is pretty good. Nice job. Particularly impressed that you are recording and listening.

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b I have relationships with many business leaders and professionals in my community that I believe will be great referral sources. Most of them are not currently clients, so I have not conducted Financial Road Map Interviews™ with them. It seems logical that I would want to get them and their spouses in for a Financial Road Map Interview™ before I start asking them for referrals, but I’d like some help on what a reasonable process would be to lead up to scheduling those Financial Road Map Interviews™, i.e. face to face meeting to explain how I am expanding my practice, delivering the book, sharing the diagram of Trusted Advisor and Subject Matter Expert relationships. Or should I treat them as a self referral and follow that process?
b Can you point me in the right direction for a letter or document I can provide Potential Ideal Clients who may want to talk with existing Ideal Clients about our work. Is there a template – I am sure it has been spoken about but cannot easily find anything online. I Have a 2nd round meeting this Friday with Potential Ideal Clients that said yes, and then thought about the fee and said it was too much. I want to have something I can give for them to call existing Ideal Clients. Have chatted with some existing Ideal Clients and they are happy to take calls.
b My RIA Financial Plan Contract specifies the delivery of a written financial plan that addresses certain specified areas. Implementation is totally separate and not included with the plan. I am having problems reconciling what I am now learning, with the requirements of my RIA (including a "complete" plan with recommendations). What do you recommend as a temporary "bridge' between the two approaches? (Note: both are "values based", they just go about it differently).
b I am the sole person in my office. Is it still appropriate for me to use "we" when it is really just "me"? What is the thinking and rational behind this?
b What if the amount they already pay just for AUM is more than the Predictable Minimum Annual Recurring Revenue?
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