Presenting the Recommendation
You've asked the questions. You've listened. You understand what matters to the family. Now comes the part that can sometimes feel uncomfortable: making a recommendation without suddenly turning a good conversation into a sales presentation.
It doesn't have to feel that way.
When the recommendation grows naturally out of what the family has already told you, you're not changing the conversation. You're helping them connect what they said matters to an appropriate next step.
PRIMARY RESOURCE FOR YOU
CML-SC-104 | Presenting the Recommendation™ | Field Guide | V1.3 | Binder Ready
This guide helps you move naturally from discovery into the recommendation. You'll learn how to connect what the family told you to what you discovered together, present the CML Value Stack™, communicate the investment, ask for the decision, respond to the family's answer, and use the Field Quick Reference when you need it. Binder ready means that the margins on this have been adjusted so that you can use a three hole punch without jeopardizing the document.
WHEN TO USE THIS
Use this whenever you're preparing for or conducting a Family Legacy Review™ and you're ready to move from discovery into the recommendation.
Come back to it anytime you find yourself presenting too early, explaining too much, feeling uncomfortable discussing the investment, or wondering how to ask the family what they want to do next.
WHAT I WANT YOU TO REMEMBER
Discovery first. Recommendation second.
You don't need to convince the family that they have a problem. You don't need to manufacture urgency. And you don't need a complicated close.
Listen carefully enough that when it's time to make a recommendation, the family can hear their own priorities reflected back to them.
HOW I WOULD SAY IT
After you've summarized what you've heard and confirmed that you've understood them correctly:
“Let me show you how we help families address the things we just identified.”
Then connect the recommendation to what they told you, rather than starting with everything that's included in the package.
When it's time to ask:
“Based on everything we've discovered today, would you like us to help you get this taken care of?”
Then stop.
Let them answer.
PUT IT INTO PRACTICE
Before your next Family Legacy Review™, take a few minutes to review the Field Quick Reference on the final page of the guide.
You don't need to memorize a script. In fact, I don't want you worrying about remembering the “right words” while the family is talking to you.
Know the sequence well enough that you can stay focused on them.
Before the meeting, walk yourself through these seven steps:
Their words → What you discovered → Your recommendation → Why it fits → Investment → Ask → Listen
Then put the guide down and have a conversation.
The more you use the process, the more natural it will become.
USE CURRENT APPROVED MATERIALS
Always use the current version available in the Legacy Specialist Resources™ center rather than previously saved or downloaded versions.