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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What should you do if a client's goals are unattainable or unrealistic? I have some clients who are looking for unrealistic levels of income from their retirement portfolios. How would you handle an Implementation Meeting Conversation™ if your analysis shows the goals, as the clients stated them, are not realistic?

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?

Does the Financial Road Map® differentiate between the resources used to fund Goals vs. those used to fund Lifestyle?

In the cases when it is obvious that resources/goals are not realistic in the Financial RoadMap interview, would you tell them they will probably have to adjust their goals, or do you politely disengage?

What date do you have them imagine that they are “there” since there are multiple dates?

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