During my first meeting with existing clients, I have a short Old World New World™ discussion. After asking them if they have any questions, I move into the Financial Road Map®. A number of clients, however, during Commitment to Hire Conversation™, still have significant questions related to the Old World. In fact, they clearly trust me more and are more willing to ask the "hard questions." How should I handle this?

It’s perfectly acceptable for clients to ask the “hard questions” during Commitment to Hire Conversation™. If the clients have questions that need to be answered before they hire you, you want them to ask those questions before they hire you.

If they do hire you after having their “hard questions” are answered, they are much more likely to actually implement at the Implementation Meeting. Their questions are also a very important opportunity for you to gain more insights about them so you can make a good decision as to whether or not you want to be hired.