Experience has taught us that a successful journey has to consist of at least one client or prospect meeting with their Asset-Map® as soon as possible, and sharing your experience with us promptly.
For that to occur we have outlined for you a best practice for preparing and introducing an Asset-Map discussion as well as suggestions on how to use it in a client meeting.
This is a repeatable and scalable process that garners plenty of benefit for you and your clients fast.
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In this article
- Related articles and Downloads
- Choose specific clients
- Download and print a Sample
- Introduce the Asset-Map concept: Some suggestions of what to say
- Send a Discovery Interview request or make an Asset-Map with what you know
- Add a Stencil or $1 tiles to the Asset-Map to highlight important discussion topics
- Set the meeting appointment
- Print copies for everyone in the meeting
- Ask great question to explore their financial situation
Related Articles and Downloads
The 4 core Asset-Map videos to watch in these next two weeks
- Asset-Map Creation Best Practices
- Stencils and Placeholders
- Discovery Interview (Direct to Customer Fact-Finder)
- Quantify Any Capital Shortfall (Target-Maps™)
Keep in mind: Asset-Map is a process not software. We've attached a document describing how Asset-Map fits every stage of a client's journey with you.
( Download the free 6-step Asset-Map Field Process)
Choose your client(s)
Choose one, two or more clients that you would like to approach with an Asset-Map. Can you think of one or two names for this week and next? (They don't have to have complex situations, but they can be).
Write them down. Now's the time to download our client tracker. We call it the Keystone Habits. Use this moving forward.
Search for and Download a Sample
We've given you a choice of samples. Search for the word "Sample" in the search field.
Click the sample household, click the Reports tab and select "Download Comprehensive report", or click the PDF next to the Asset-Map category.
Give your client or prospect a sample Asset-Map. Say or email something like this (Of course, this is merely an outline. Make it yours. Please ensure that any email compliance considerations are taken into account):
"I'm trying a process that puts all of your financial decisions on one page. It brings more order and simplifies your financials. It gives you a chance to clearly determine if we need to optimize things or if things are alright. Do you want me to make one for you?"
They'll say, "Yes!"
Option 1, use Discovery Interview -
"Great. Here is my online interview which asks high level questions and takes 15 minutes to do."
Send an email with your advisor "inbound" link. You may find your inbound link here:
You will be notified by email when they start and complete the online interview. The email will have a link to click to their Asset-Map created in your book of business. You and you alone will see their Asset-Map first.
Option 2, manual - make an Asset-Map manually if you already have some outdated, or incomplete data in your records. Incomplete is good for now.
Either manual or by using Discovery, apply the appropriate stencil depending on their age (boomer, genx, millennial). Delete some stencil tiles that are redundant and save some of the $1 tiles that make sense to save for the sake of discussion.
You can learn all about stencils here.
Set the Appointment
Call them up, set the appointment. Say something like: "I have your Asset-Map ready. I've got some questions for you. What day and time this week is good to meet?"
In the Appointment
Print copies for everyone in the meeting (you, too). And, everyone gets a pen. Suggested Language in your meeting (again, make it your own):
"We will cover your Asset-Map during the first 10 minutes of every meeting. Please take a look and see if anything needs to be corrected, updated, or if anything is missing. Feel free to use your pens and mark it up!"
Take both documents into your meeting and start really knowing your client and finding options to improve their situation.
We are your business partners for the long term. If you would like to connect with us on a coaching call, use our online Web Meeting Calendar and book some time.
- If you haven't made an Asset-Map yet, here's how.
- If you'd like to take it to the advance level, check out how to assess an Asset-Map through four perspectives. We call them the Four Frames.
- Bonus! Set the stage for prospects: A fully scripted dialog of how to introduce the Asset-Map process to a prospect.
Tags: SmartStart; meeting; engagement; options; opportunities; success; progress; plan; session; appointment; use