What do I say when a person says, "What makes you different from other people that do this?"

Article ID: 87

Last updated: 20 Nov, 2019

The best way for a person to discover how Values-Based Financial Planning™ is different is by experiencing it for themselves. That is the purpose of the Financial Road Map Interview™. If you do it the way we teach it, it is an experience for the client. I discourage you from trying to replace experiences with explanations or presentations.

This is a distinction between Trusted Advisors and Sales people. Sales People want to convince, persuade, explain, educate, and present. This leads to handling objections and then attempting to close the deal.

Trusted Advisors operate very differently. We help people make smart choices by facilitating experiences that make the right decision easy, even if that decision is to not work with us.

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I am at the very beginning of my four year Values-Based Financial Planning™ journey. What is a reasonable expectation for the first year for my rate of acquiring clients?

Is there an effective use of a website to promote the Values-Based Financial Planning™ way of conducting business, especially self-referrals, with prospective clients?

If a prospective client doesn’t want to pay the entire fee for a written financial strategy, should I consider offering a lower level of service, such as quarterly coaching calls? Or is it a better strategy to offer either the Financial Plan or nothing?

I’m a little confused about the level of commitment we are expecting from a new client once they hire us. In the script and videos it seems that during the Commitment to Implement we expect that at the implementation meeting the client will follow all of the action plan items and sign all of the documents we have prepared for signature, no questions asked. However, on the most recent Webinar, it sounded to me that regardless of what we may have said at Commitment to Implement, at the actual implementation meeting, it is more of a “traditional” approach where we are presenting our “recommendations” and it’s up to the client to decide which items, if any, they implement. To sum up, it seems that at the implementation meeting the approach is much less “take it or leave it” than presented during the Commitment to Implement. Please help me understand.

Recently I have completed due diligence and purchase of a direct property investment with one of my ideal clients. Following this transaction I have had a subsequent meeting with the investment administrator and he has given me a lead to another of his investors who, the investment administrator indicated, seemed to be a bit unsure and could possibly benefit from professional advice. To be clear this was not a referral, in sales school/language it was a lead, given as a way to encourage me to show more clients his investment options. I have completed some research on this lead and he is definitely someone that I want to talk to and have him and his wife in for a Financial Road Map® Interview. How do I make the initial contact with this potential client without coming across as a salesperson following up on a lead? I am considering a letter introducing myself and my business, followed by a phone call, however I am concerned that this will be dismissed as just another sales pitch.

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