I am having difficulty having prospective clients 'open up' when I ask them "What is Important About Money to You." Are there some other questions to help dig deeper into what a prospective client really thinks is important to them?

Article ID: 68

Last updated: 20 Nov, 2019

Nope, that’s the question and it goes as deep as you could ever want to go.

Like everyone who is new to Values Based Financial Planning™, you will get better by doing Financial Road Map Interviews™. Make sure you are actually doing what we teach, record your Financial Road Map Interviews™ , and listen to those recordings.

Becoming brilliant at the client interview requires an investment of time and a true commitment to become great. It’s like any other repetitive motion skill, such as golf. In order to become great you have to do a lot and do it right.

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Values Conversation™ -> What's Important About...To You?

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Sometimes a response to a What’s Important About…To You? question is a story or an example, but no value words are used. What do you write down?

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?

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

During most of the Financial Road Maps® that I’ve conducted, I have been able to involve both spouses/partners in the experience. I believe prospects have appreciated the joint involvement. During the Values Staircase™ conversation, their responses are shallow compared to the experiences shared on the BAI CD/DVD resources and the practices sessions at the Academies. The Academies buzz with Level 2 and 3 answers. My prospects barely get to mid level 2. The husband’s highest level answer was “I’m there” as his 8th response. The wife ended up with “No worries” as her 11th response. Do you have any thoughts on how I can help the prospects create more passion in their responses?

How do you recommend getting a client to answer specifically about what money means to them, rather than what money means in general?

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