What if their goals are out of line with their resources and/or expectations? This is not always obvious to us in Financial RoadMap interview. What is your recommendation for addressing after you've already done the plan?

Article ID: 594

Last updated: 20 Nov, 2019

When you have your clients or prospects bring in all their financial documents, it should be quite obvious whether or not they have the means to achieve their goals. You may need to ask some additional questions to determine if there is money that is not represented in their docs. eg: Are you expecting an inheritance or other financial windfall?

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How do you deal with paying off debt as a tangible goal when the clients only have a mortgage at a low interest rate and it doesn't make financial sense to pay it off ahead of schedule?

What if the two do not agree on a goal? Or, When one participant does not respond affirmatively to (or at all) to the goal of the other, how should the advisor ask if they approve / agree?

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?

During the Goals Conversation™ a client asks me for some examples of typical and/or common goals people may have. I then answer, for example, some people want to buy a cottage, fund children’s education, retire at 55 etc. Should I provide these examples to provide clarity or not?

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

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