A few weeks ago I had a couple cancel their Financial Road Map® appointment and I have been unable to get them to return my calls to reschedule. From my perspective I thought the Phone Consultation went very well. They seemed engaged and eager to complete their Financial Road Map®. Do you have any suggestions for what I should say when I call them to encourage them to reschedule the appointment?

Article ID: 77

Last updated: 20 Nov, 2019

These are signs from God. Some people like to get things done and some people just pretend like they do. I might make one more call, however, you simply don’t want to have to work that hard with one individual to schedule an appointment.

Maybe, sometime before you’re done, he’ll resurface and you can make a judgment call at that point if you want to let him back in the loop. This is why it’s so important to really, truly have your Values-Based Financial Planning™ referral process in full swing all the time until you are done. That way you always have plenty of people to contact so individuals don’t get under your skin.

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We scheduled a Financial Road Map® Meeting with an existing client over the telephone. A few days later they responded with the following: "Good Morning Shelby and Dean, we have decided that we will not participate in the Financial Road Map®. At present, we feel that one plan is enough. Thanks for taking the time to discuss this with us.” How would you respond to this client?

Can you provide some scripting for the AM to use when calling the prospect on the phone.

I recently had a conversation with a (self-referred) successful business owner who had talked with me a couple years earlier (before I was in the program) about investing, insurance, and financial planning in general. He expressed an interest in having me take a look at his finances. According to the process, I sent him a book and conducted a Phone Consultation, which went well, and he seemed very interested in having me complete their Financial Road Map®. I scheduled a tentative appointment for when he thought his wife might be available, and asked him to let me know if the time wasn't going to work for her. I also sent him the list of documents to bring when they come. A few days later, I got the following email: "I am not sure this is going to work out. My wife cannot meet at the time we proposed. She is leaving for DC that day. I am leaving the next day. It is going to be hard to get her down to your neck of the woods [45 minutes away] and I am not wanting to go down there either. I understand that you want us both to be there for the financial planning but she is not involved in the finances in our family and that is partially by design. I understand the values based investing part of what you do but I would like to know more about your strategy in investing and what your track record is. I have been working with a company to do some financial planning mostly insurance and things of that sort. (They always come to my office to meet otherwise I don’t think we would be doing any business) Let’s keep in touch and see where it goes." He apparently views me as a wealth manager, but is currently unaware of what we really do (fully-comprehensive financial services). How would you respond?

We are refining the process and scripting the AM uses when sending both an email and scripting on the phone when reminding a prospect of their upcoming Financial Road Map™ Meeting. The goal is to have the Financial Road Map™ meeting confirmed so it occurs. Would you send the email first, for example 3 days prior to the Financial Road Map™ and then also have the AM make the phone call to confirm the Financial Road Map™ meeting? How many days before the Financial Road Map™ meeting would you have the email and phone?

I had a great Phone Consultation™ and a client is scheduled to come in to complete the Success Road Map®. When he comes in, do I re-do the Values Conversation™ or just re-cap the Values Conversation™ and do Pre-Commitment™ ?

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