I begin to "quake" at the thought of live action with my first prospect meeting--How do you build your confidence and maintain it to make an effective presentation?

Article ID: 63

Last updated: 20 Nov, 2019

First of all, what you are going through is normal. Any time you learn something new there is a learning curve for building skill and confidence. Second of all, calling what we do a presentation is not accurate. Salespeople make presentations.

The Financial Road Map Interview™ is an interview being conducted by a Trusted Advisor; You can’t go to a golf clinic once and expect to play great golf. The same is true for becoming great at the Financial Road Map Interview™ or any other client experience.

The Mastery Series™ is your starter kit. It plays an integral role in your training, but it’s not going to be enough by itself for you to ever be great with Values Based Financial Planning™ and the Financial Road Map Interview™. It should be enough, however, for you and your Accountability Coach to create an effective enough experimentation plan so you can have success and make a good decision that you want to commit yourself to Values Based Financial Planning™.

The bottom line: Good training. Good coaching. And practice, practice, practice. Remember, it’s not practice that makes perfect. It’s perfect practice. Otherwise you only perfect mistakes. Record your Financial Road Map Interview™ and always listen back to it.

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At the point where I asked if the Financial Road Map® was something that he would like to complete with his partner, he said that they look at their goals every year. I asked the above question twice and still got no real response. How would you respond to this and people who seem to understand their values really well? I had the feeling that he may not be an ideal client given this interaction but wanted to give them the experience nevertheless.

I have several existing clients and prospects that have zero debt and range typically from $3-$10 million in liquid net worth. Many of them have believed in “Term and invest the rest” mentality and therefore don't like to discuss insurance needs and their term policies have expired. By this, I'm referring to clients who are past the accumulation phase and confident in their mind that they have been adequately insured and no longer need much insurance (I realize this may not be true), and have the notion typically to only buy term and put the rest of their money into savings. When we get to the Commitment to Hire Conversation™. Many of my existing clients have zero debt, more cash then they need to have sitting around (I realize this needs to be addressed), and don't feel they need much help with insurance. Therefore the step-by-step plan addressing these four areas only has one area where they typically want, or feel, they need help in creating a plan. I'm curious if it would it make sense to change the "What you get” discussion to something that could provide a little more value than the 4 bullets currently in the script? Can you please tell me perhaps a different word track then the Financial Road Map® script since two of the four areas are not of much interest to these types of clients?

Do you always scan or copy the documents that the clients bring with them?

What are polite ways to disengage? Can you offer some example scripts for disengaging at different points of the Financial Road Map® or role play a conversation for us?

Before the Financial Road Map® meeting, I find myself talking about all the ways I'm different from the average advisor. I discuss the 5 Critical Reports, visualizing your Ideal Life, not being on commission, etc. I do this with people who have and have not worked with an "advisor" in the past. Sometimes it must sound like I'm too busy defending myself rather than being confident in the process. Should I even discuss how I'm different or should I just take them through the process and trust that they will come up with these discoveries on their own?

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