Is it possible to have clients that are not Ideal Clients yet, but may be Ideal Clients in the future?

Article ID: 96

Last updated: 20 Nov, 2019

We teach you to build an Ideal Client Community rather than what most advisors have: a mish-mash of exception clients that don’t really provide you the income you need. Keep it simple. They either fit your Ideal Client Profile or they don’t. If they do, they are part of your community. If they don’t, tell them the truth and encourage them find a community where the do fit. Everyone fits somewhere; some people not with you. This is an important step on your journey.

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Commitment to Hire Conversation™ -> Ideal Clients v. Non-Ideal Clients/Survival Clients

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When you say, "Now let me tell you what you are going to get," and go through that language, are you showing the other items they will get? Value adds? eMoney, Newsletter, etc. Could I show the eMoney commercial at this point?

I really need some simple language to explain the following issues. We are charging a flat fee of $9,870 per annum, plus all the Deliverables, which will add up to a total of a minimum of another $10,000. Do I, for example, just state the total will be say $22,000 per annum, or do I just suggest our fee does not include the things you buy to advance progress towards their goals.

I have been following the script with Commitment to Hire Conversation ™ and detailing them exactly what they will get. We had a Follow-Up Meeting the other day with a client where we do a Risk Profile (legal requirement) and they were asking further questions around money management etc. Although they knew they were getting a plan they didn’t realize we handled everything (i.e. professional money management) and they said if they realized we did so much they would have been far keener to go ahead. Should we also have a list of client deliverables to show them?

Because I am both building my Ideal Client Community AND accepting survival clients until I reach “critical mass”, how would the Commitment to Hire Conversation™ script go for these survival clients after, “So we’ve come to the point in our time together for you to decide whether or not you want us to create a written financial strategy for you. Now let me tell you exactly what you’re going to get….”. I don’t intend to provide the same level of deliverables and service to them as to Ideal Clients, and I also want to communicate the goal of Being Done™, the point in time when I will no longer be able to serve them. Scripting suggestions?

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?”

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