I have known most of my clients for 15 to 20 years and so it seems a bit awkward for me to "switch gears" in the review process to begin asking "What's Important To You About ------ To You". Any suggestions to make this transition?

Article ID: 61

Last updated: 20 Nov, 2019

You should have the Mastery Series™ with the scripts for the Financial Road Map Interview™. The Old World New World™ conversation deals specifically with this issue. That script will answer your question and give you the dialogue for what informaion you need to include in these conversations with your existing clients.

Secondly, sometimes doing something new seems or feels awkward. That’s just how it is. The only way past that is to do it until it no longer feels awkward. It only feels awkward for them if you feel awkward doing it. If you don’t have the Mastery Series™, talk to your Accountability Coach.

Also listed in

Values Conversation™ -> Value Levels 1,2, and 3

Values Conversation™ -> Values Conversation™ Misc.

« Would you ever recommend re-doing the Financial Road Map® Values...

What should I say when I am asked off topic questions or when a... »

Others in this category

Can you please suggest an appropriate scripted reply, when my clients (often happens in the Values Staircase™ Conversation) ask me, "Are you a life coach or counselor?” I’m looking for a response that has a yes but we are also so much more impactful i.e. a wow factor that’s compelling, succinct and all about them.

What happens if a client gets stuck on a Level 1 answer or repeats themselves?

Do I take out the Financial Road Map® that was completed on the Phone Consultation™ and recap the Values Staircase™ trying to take them higher? Then go into Pre-Commitment™?

How can an Advisor make sure that what is captured in the "What’s Important About…To You" is positive and inspirational if the answer is phrased as moving away from a negative feeling or situation?

On your CD Financial Road Map™ interview with Barbara and Justin, you said more than once, “You’ve said a couple things here”, are you putting each point on a separate line or combining for one line?

» More articles