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 have just started the program and just starting to practice the Financial Road Map Interview™. However, in my client base I have a number of high net worth clients who are retired. In the Financial Road Map® conversations for existing clients, how do you approach the financial independence stage as these clients are already retired living off their investments? Just wondering how this fits in for this type of client as it looks more like the Financial Road Map Interview™ is for clients who are not there yet.

Is there a point at which I don’t request an Financial Road Map with existing clients (accounts too small, don’t want to work with them, etc).

I recently completed the Planning Process and Implementation for a new client. This process was a 7-step process that culminated in a comprehensive plan and the client implementing all of our recommendations (life, disability, P/C, Investment Management, etc.). The planning process and implementation have taken 6 months to complete. While I want to respect the client's time, he is also advocating for our services under our old model. What is the best time to move forward with conducting the Financial Road Map® Interview. Should I schedule it as soon as possible or try and conduct it at the first Renewal Meeting in about 4 months?

I conducted a Phone Consultation this evening with a couple. I made the offer to complete their Financial Road Map®, which they accepted. When they come in for the Financial Road Map®, experience, do I pre-populate the values staircase for them, have them review it, and begin with the scripting from that point, or do I do the whole values staircase conversation again?

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.

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