I am not sure if I should explain what the Financial Road Map® is about or if this is too much detail. Sometimes when we email the client a list of the documents needed for the meeting they seem surprised. What should I tell them when asked what is this all about?

Article ID: 81

Last updated: 20 Nov, 2019

Remember the formula when someone has a question? Tell the truth succinctly and directly in a way that’s all about them. So, how is it better for them to bring their financial documents to the meeting with you? Work on that answer for yourself for at least 30 minutes. Write down every reason it’s better for them. Then prioritize the reasons.

Craft the most important ways it’s better for them into a succinct, direct response and use it whenever someone wants to understand why they need to bring their financial documents to a meeting with a financial advisor.

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Before Financial Road Map™ -> Follow-Up Phone Call (Prospective Clients)

Before Financial Road Map™ -> Scheduling Financial Road Map™ Interview (Existing Clients)

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I had a Financial Road Map® scheduled today with a prospect that canceled. He and his wife are indecisive as to whether they want to meet or not. He is very young, about 25, and probably not an ideal client. Should I continue to call him to reschedule the road map or let him take the initiative and call me to reschedule?

Does adding the following phrase to the, "What do you do question," change the impact or sound too salesy? "I own a Values Based Financial Planning Firm. We help our clients enhance their quality of life by getting their entire financial house in perfect order and keep it that way forever.” The addition seams to add clarity to the, “What do you do,” question.

After a good telephone appointment with the husband we arranged to speak a couple of days later at a specific time once he shared his experience with his wife. When we spoke he mentioned that his wife did not believe there would be much value in meeting since they already had a financial advisor. Would it be appropriate to suggest that I offer to walk his wife through the same experience or do I professionally accept their decline to receive the gift of doing the face-to-face Financial Road Map®?

The 'already have an advisor' question during the Follow Up Phone Call has a scripted answer (Mod.#5, p.103) that has not worked very well for me. Is it OK to use the script for the same question during the Phone Consultation (Mod.#6, p.43) as it addresses more directly the benefit of having a Financial Road Map® regardless of the advisor? [E.g. "That's fine. Then you'll appreciate Values-Based Financial Planning™ and having a Financial Road Map®. It'll enhance the work you do with your current advisor. You can compare your existing plan to your Financial Road Map®, and you'll know for sure that you're on track.]

I have identified a script gap for when I am reconnecting with past clients and prospects and introducing them to Values-Based Financial Planning™. Do you have any wording that I could use to talk to people with whom I have no current relationship? I was thinking of something along the lines of, “Our office has been in contact with you in the past and we have undergone some major changes in how we serve our client community. On our way to completing our Ideal Client community, we know that we will positively impact all those along the way. Rather than just send you a copy of the Values-Based Financial Planning™ book, the purpose of this call is to see if Values-Based Financial Planning™ would be relevant in your world. Do you have a couple of minutes?” I would appreciate your input.

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