Every “No” is Not the Same

Before a prospect becomes a client, I take them through a series of questions. This preliminary financial coaching session is thirty-minutes, complimentary and designed to give prospects a sense of my style and what they can expect from our engagement. It also gives them (and me) a picture of their current financial state, revealing what they have, what they tend to do with what they have, and why – rather than what they think they have, tend do, or why. Finally, this in-take call provides immediate feedback regarding the next steps to take, along with a framework for how best to use our coaching time benchmarked to their goals and budget. Prospects are always amazed at what they discover about themselves from my seventeen (17) deceivingly simple, closed-ended questions and the conversation they spark. Yet, they don’t always choose to move forward. Read...