How do you know when a client has reached the top of the staircase on their Financial Road Map®?

Article ID: 91

Last updated: 20 Nov, 2019

Most people have 7 – 10 answers as they go up their Values Staircase™. But having completed 10 answers doesn't mean they reached their final answer. There are 3 levels of answers.

Level one answers are what we call “lower self.” Things like security, being able to pay my bills, freedom, etc.

Level two answers are about others. Things like taking care of my family, making a difference, helping people, etc.

Level three answers are about “higher self” or to use Maslow’s terminology, self-actualization. Answers like satisfaction, fulfillment, inner peace, being one with God or the Universe, Nirvana, etc.

Also listed in

Values Conversation™ -> Value Levels 1,2, and 3

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What are your suggestions for clients that are having trouble even getting started up the Values Staircase™? I have had a couple clients that answer the "What’s Important About Money... To You" question with answers like “growth” or “retirement”. Even after I try to get them to take a step back and look at the question more broadly, they are still answering with very specific answers that seem more like goals.

I frequently work with wealthy widows. They are not part of a couple, nor are they looking to begin a relationship. Is there a version of the Financial Road Map® that has one Values Staircase™ or do you have any advice on how to effectively handle this situation the best way possible?

I know that I shouldn't prompt for an answer when I ask, "What's Important About Money......To You?" However, do you have any suggestions on "alleviating" the client's "anxiety"? Also do you think this is because of their experience (or lack of experience as it pertains to planning) or is it my Way of Being™?

What if someone gets stuck on the Financial Road Map®? For example, we’re going up the Values Staircase™ and they say, “Taking care of my kids.” And I say, What’s Important About taking care of your kids, To You?” And they say, “I don’t know what’s important about that. It just is.” I tried projecting into the future but hit the same roadblock. Is there anything else I can do to help them move up further, or should I just stop there even if it is only ½ way up the Values Staircase™?

Sometimes a response to a What’s Important About…To You? question is a story or an example, but no value words are used. What do you write down?

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