Should we prepare a list or outline of our Deliverables Team to show to people in the event they ask a question during the Commitment to Hire Conversation™, or just outline it verbally to them?

Article ID: 74
Last updated: 20 Nov, 2019
Outlining your ability to describe your Deliverables Team articulately is important. Having a printed listing of your Deliverables Team, describing their skill and experience is fine.
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b I have a prospect who says that they want to come on board with me but that they can’t out of loyalty to their existing advisor. What should I say in my script for this situation?
b 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?
b A client owns a business which has several insurance policies, significant debt with banks and other lenders, and even an investment portfolio. The owner employs a CFO to oversee those issues. Are we offering in the Commit to Hire Conversation™ to handle these areas for the client in addition to their personal insurance, debt, and investments?
b At the end of the most recent webinar you gave an example of what you would say to a prospect who wanted to wait on doing a plan. One of the things you mentioned is that the advisor’s main benefit is not in the plan or any other technical work, but in the coaching and accountability. I hate to ask, but why don’t we include that in the script to make sure every prospect knows just what they are getting and why this will be different?
b I recently had a client say that she did want to hire me, but as she'd just paid a large legal bill and was in need of financial advice to create income from her assets she was unable to pay my usual up front $3000 fee right away. What do you recommend I do to test or create her commitment to follow through with payment and implementation such that I could confidently proceed to create her plan?
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