As I’m reviewing the Financial Road Map® Interview should I be taking notes on the details of the goals as they are talking about them? For example, the client is talking to each other about how much money they will need for a down payment and which neighborhood they may want to live in and how much they can expect to net from the sale of their current house and how they would get the additional funds needed from traditional loan, from family. Should I add that detail to my CRM? Use it to build the financial plan? Is there a difference if I’m listening only to improve my skills or listening because they hired me and am listening to make sure I “get it right for them”? Thoughts?

Article ID: 585

Last updated: 20 Nov, 2019

Some of what you hear belongs on the Financial Road Map®, some will help you do a better job for the client during the planning process, and other information you can just hear without needing to capture it anywhere. If you need it to either do your job or it will help in holding them accountable to implement write it down.

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I was rehearsing my script, “Financial Road Map New or Referred Clients” with my wife as a pretend client. As we discussed the Goals Conversation™, and I asked her, “Let’s say you’re there, what are two or three words that describe what you’re thinking and feeling now that you’re there?” She responded that is sounded like I’m “selling her a timeshare.” As if I were a salesman. Do I just need more practice?

On the Financial Road Map® Interview Self-Evaluation Form, what does ‘we are/are not clear about the priority of each goal’ refer to? When are we supposed to discuss ranking the goals in order of priority?

Is there a script for scheduling a Phone Appointment for the Trusted Advisor to take the client through the Quality of Life™ Enhancer Exercise?

When you have multiple similar goals (2 college funds for kids, 2 wedding funds for kids)… Do you combine them into one shield on the Financial Road Map®?

What do you write in the "Where I Am Today" sections on the front of the Financial Road Map? If you are entering dollar amounts in the "Be" box,how are you calculating that from the info on the back of the Financial Road Map? Are you only calculating dollar amounts related to the 2 or 3 specific goals discussed?

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