You cannot let the spouse speak during this time. You should be faster at stopping him/her from speaking than he/she is at speaking.
It’s up to you to interrupt at the appropriate time to keep the meeting on time and still keep the meeting conversational. You say things like, “I really appreciate how much you are sharing, but we agreed to keep this meeting to an hour today…” Or “in the 35 minutes we have left we have a lot to cover, so…” Or "I appreciate all the information you're sharing with me, but at this rate we'll never get done in the hour.
Follow the script and do what you're supposed to do when we teach you to do it. When you listen to your recordings you may find that the client isn’t really the problem. It may be you who is asking unnecessary questions that create long discussions about things that are not relevant to helping them decide if they want to hire you and whether or not you want to be hired.
Know where you are in the Financial Road Map Interview™, so if you get sidetracked you can come back to the place where left the process and the script.
Answer questions succinctly and directly and then ask a question or make a statement that brings the conversation back into the Financial Road Map Interview™ where you left off.
