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.

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

Values Conversation™ -> Values Conversation™ Misc.

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When I am doing the Financial Road Map™, I get clients to the top of the stair case, where they say, “That is what life is all about.” Then they stop. This is not an emotion or a feeling. How do I get them past this point?

I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

I have conducted Financial Road Maps with a few clients approximately 1 year ago. I did NOT ask them to join my Ideal Client Community at the time as I did not feel they could afford my Predictable Minimum Annual Recurring Revenue and / or they did not have enough assets. They are currently survival clients. I would like to ask them to come in again to update their Financial Road Maps and at the same time ask them to join our ideal client community as I have more clarity around their income and feel they could now pay my Predictable Minimum Annual Recurring Revenue. How would you suggest I conduct this second meeting? For example, should I ask them to bring in all their documents again, update their Financial Road Maps, and go through commitment to hire outlining exactly what they get and what it costs to join the ideal client community and see where it goes?

When conducting the Values Conversation™ with a couple, what should you do when they consistently interact with each other? For example in working with the husband, the wife would interject something. I reminded her that we would get to her shortly, that this was a discussion with the husband. The husband would then answer and confer with the wife or otherwise engage her. When it was the wife’s turn, the same thing happened, a lot of back and forth conversations. I would repeatedly steer them back but it was like herding cats. What is the suggestion for making it clear that it is a separate conversation for each of them?

I’m just starting the process of conducting Financial Road Map Interviews™ and have found it takes me 45 minutes to get through the Values Conversation™. What are some tips to help shorten that to a more reasonable amount of time?

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