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What is the best way to handle a Client's hesitation due to fee amounts during the Commitment to Hire Conversation™?

Article ID: 94
Last updated: 20 Nov, 2019

A truly Ideal Client is happy to pay your fee.

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folder Commitment to Hire Conversation™ -> Ideal Clients Resisting to Hire/"Let Me Think About It for Awhile."

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b How well does the Mastery Series™ work for advisors who do not work off fees?
b During our Commitment to Hire™ and Commitment to Implement Conversations™, the clients expresses their concern that, “we not go too fast.” They agreed to all the money, but, that does not mean all the money RIGHT NOW (Or even the day we are scheduled to begin implementation). We are talking here about the entirety of their life's work, their health and the rest of their lives, their savings, investments, home, their children and grandchildren's future - and they are justifiably cautious about making a global decision - Trust - but verify. It is only prudent and wise financial planning! Are top advisors taking All The Money on that first implementation day? How does THAT happen?
b I’m very new to offering financial planning and even newer to Values-Based Financial Planning™, how should I answer the question, “How do I know that you can deliver what you are promising?”
b At the end of the most recent webinar you gave an example of what you would say to a prospect who wanted to wait on doing a plan. One of the things you mentioned is that the advisor’s main benefit is not in the plan or any other technical work, but in the coaching and accountability. I hate to ask, but why don’t we include that in the script to make sure every prospect knows just what they are getting and why this will be different?
b When you review the outline of your Deliverables Team in the Commitment to Hire Conversation™, is this done in response to a specific question a client may ask?
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