At the end of the most recent webinar you gave an example of what you would say to a prospect who wanted to wait on doing a plan. One of the things you mentioned is that the advisor’s main benefit is not in the plan or any other technical work, but in the coaching and accountability. I hate to ask, but why don’t we include that in the script to make sure every prospect knows just what they are getting and why this will be different?

It could be something you tell them during Commitment to Hire depending on the questions they ask. For example, if they get to the point where they ask something like, “what makes you different from the other advisors I’m working with now or have worked with in the past?” You might say something like, “One big thing is accountability. I can tell from looking at your current financial reality that your current advisors do not hold you accountable to implement. For example, your estate situation and legal documents are a disaster. I’m sure you know that you need to get this done and are aware that you’ve just been lucky that this hasn’t bitten you in the butt. What this tells me is that your current advisors might be making recommendations, but aren’t holding you accountable to actually GET THESE THINGS DONE. When you work with me these things WILL GET DONE. Does that appeal to you?"