Lesson 11 | Goal Inventory (1:50 minutes)
Goal Inventory
So here we're going to talk about the Goal Clarity process. You have great questions that you ask clients throughout your career. And we're supplying you some great questions. But the process really starts with supplying your client with a great listening tool. So what you're doing here is, you're going to ask great questions, but you need to have a pause. You need to let the client's mind come up with the next right answer. So, when you're asking questions, and the client pauses, they supply you with a few more responses and then pause again, don't insert your own thoughts. Don't insert your own feelings because you want the client to come up with their right answer. So, if it seems like it's a little long pause, wait a few more seconds, then you can ask them a question and say, "How do you feel about the question I asked you?" And get more information.
So the Goal Inventory Worksheet is where you're going to be writing down all their responses. And it's just a list. And make sure you're unpacking everything to the client. So as you ask these great questions, we have some great questions listed on top of the Inventory Worksheet, you're going to be writing down each one. And then, when you get to the end where there isn't any other responses, we're going to jump into prioritizing those goals. And what we're doing here is prioritizing their top three goals.
But looking at client cases and working with advisors for over the last decade and a half, what we see is that most families and business owners, they'll work on three goals, accomplish those goals in a twelve-month period. In a business owners, maybe only one or two. So we want to start off being laser focused with precision and making sure that we're focusing on what matters most. And what we recommend is for you to prioritize their top three goals. On the right side of the Inventory Worksheet you prioritize those top three goals and you finish the first part of goal setting.