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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During most of the Financial Road Maps® that I’ve conducted, I have been able to involve both spouses/partners in the experience. I believe prospects have appreciated the joint involvement. During the Values Staircase™ conversation, their responses are shallow compared to the experiences shared on the BAI CD/DVD resources and the practices sessions at the Academies. The Academies buzz with Level 2 and 3 answers. My prospects barely get to mid level 2. The husband’s highest level answer was “I’m there” as his 8th response. The wife ended up with “No worries” as her 11th response. Do you have any thoughts on how I can help the prospects create more passion in their responses?

When conducting the Values Conversation™ with a couple, what should you do when they consistently interact with each other? For example in working with the husband, the wife would interject something. I reminded her that we would get to her shortly, that this was a discussion with the husband. The husband would then answer and confer with the wife or otherwise engage her. When it was the wife’s turn, the same thing happened, a lot of back and forth conversations. I would repeatedly steer them back but it was like herding cats. What is the suggestion for making it clear that it is a separate conversation for each of them?

When I am doing the Financial Road Map™, I get clients to the top of the stair case, where they say, “That is what life is all about.” Then they stop. This is not an emotion or a feeling. How do I get them past this point?

Sometimes it is hard to get a client or prospect to move into a level 3 response. Does this more often speak to an Advisor’s skill level or the fact that some clients have a hard time getting to Level 3 responses themselves?

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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