Overview
Asset-Map can serve as a powerful pre-plan engagement tool that allows advisors to gauge a prospect's situation before committing to a comprehensive engagement. By using this approach, you can provide "high-level confidence" to the client regarding their financial landscape while simultaneously determining if they are a "good fit for deeper planning". This method helps pre-screen clients to distinguish between those who are serious about financial planning and those who are "just dabbling" , while offering an effective "out" to refer or delegate if the fit isn't right.
How to Structure a Pre-Screening Engagement
You can implement Asset-Map as a standalone "product" by limiting its scope—creating a defined experience for new prospects that serves as both a screening tool and a value-add.
1. Choose Your Engagement Model
Advisors typically utilize one of two models for this initial meeting. You should select the one that aligns with your firm’s marketing philosophy.
The Paid "Power Hour":
Concept: Charge a flat fee (ranges of $250–$500 are common) for a limited engagement, often marketed as a "loss leader".
Benefit: Collecting a fee ensures the prospect is serious, shows they "honor your contributions," and filters out those who are not ready to commit financially.
The Complimentary Discovery:
Concept: Offer the session without a fee, viewing it as a necessary step for the firm to perform due diligence.
Benefit: This approach acts as "effective marketing" by "delivering value without being asked".
2. Define the Scope and Deliverables
To keep this engagement efficient, you must strictly limit the scope.
Time Commitment: These sessions are typically structured as a two-hour commitment consisting of discovery and mapping.
The Deliverable: Provide the client with an Asset-Map, with the option to include or exclude Signals or Target Maps depending on the complexity you wish to address.
Visual Aids: Utilize Relationship Maps or Priorities features early to demonstrate that you and the client are "on the same page".
3. Set Clear Expectations
Frame the meeting explicitly as an introductory process rather than a comprehensive planning session.
The Statement: Inform the prospect that this is a brief process designed to "figure out how to continue the conversation".
The Assessment: Use this time to assess the "complexity as well as attitude" of the prospect to determine if they are a good long-term fit for your firm.
4. The "Go/No-Go" Decision
At the conclusion of the mapping session, use the data gathered to make a strategic decision.
Proceed: If the complexity and attitude align with your ideal client profile, propose a deeper planning engagement.
Exit: If the fit is poor, use the completed map as a final deliverable and take the "out" to exit the relationship, delegating or referring the prospect to a more appropriate advisor.
1/2026