How do I get my clients to continue on to the level 3 values during the Values Staircase™?

Article ID: 93

Last updated: 20 Nov, 2019

This is common. Try projecting someone into the future. When appropriate, it’s quite effective. Don't however, over-use this bridging. You might begin by saying, “Let’s assume you are now at a place where you have ‘fill in the blank’ ….. Whats Important About Being in that position to you?”

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

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I have known most of my clients for 15 to 20 years and so it seems a bit awkward for me to "switch gears" in the review process to begin asking "What's Important To You About ------ To You". Any suggestions to make this transition?

I’m just starting the process of conducting Financial Road Map Interviews™ and have found it takes me 45 minutes to get through the Values Conversation™. What are some tips to help shorten that to a more reasonable amount of time?

When I have completed the Values Staircase™ with the client and I’m recapping it back to them, what should I do if they interrupt me whilst I’m going up and they start talking about their values as listed on the Values Staircase™? Do I wait until they have finished talking and then continue or do I move on straight to the Goals Conversation™ once they have stopped talking about their values?

When I start discussing Values-Based Financial Planning™ to an Old World client, they stop and ask me why I am doing this since I already covered this when we first met. (In the past I would discuss what's important to them before discussing their concrete goals.) They only want to discuss the issues at hand. How do I handle this question?

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

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