I typically use Bill Bachrach’s Financial Road Map. It lays out the client’s values and concrete goals.  If the client would like to achieve the goals in relation to their values, then they lay out ALL of their financial information (retirement, savings, insurance, taxes, etc.). You then schedule a second appointment.

  At the second appointment, you lay out the plan for them to achieve those goals (if it's possible), and have the forms ready to sign to implement the plan.   It's a good process.  You can get the basic process for $750 from BAI at: http://www.baivbfp.com/investments.html#30 Mastery Series #1

Questions Great Financial Advisors Ask

  by Parisse and Richamn   http://www.amazon.com/Questions-Financial-Advisors-Ask-Investors/dp/1419526804/ref=pd_bbs_sr_1?ie=UTF8&s=books&qid=1230673191&sr=8-1

[quote=Borker Boy]What does a typical first appointment look like for you? Do you have a script/questionnaire you follow for every meeting to find out about the client’s goals, etc? Do you have a way to introduce yourself and background?

  I've always felt like I was kind of just winging it. I ask a bunch of questions, but I've never been as methodical as I'd like. I'm looking for a systematic method to follow from first appointment to when we meet to discuss recommendations/solutions.   I've used a couple different scripts in the past, but most of the questions were a waste of time.   Any suggestions?[/quote]

You've presented yourself as being quite a hotshot. Why are you asking us how to do appointments? YOU should be teaching US how to do business. Besides, my systematic approach only has one appointment to it.

Borkerboy, it depends on what was said on the phone and how I got the prospect. 

  If it's a cold call to a business owner, I'm almost always just looking for a quick 5 minute meeting.  At this meeting, I quickly go over what I do and how I work and try to get them excited about meeting with me.  I then ask them about their greatest financial concern and then shut up.  They'll ramble for a few minutes.  I'll then respond with something like, "Ok, James, I can definitely be of help to you with this, but I promised to only take a few minutes of your time today.  Do you have another 30-45 minutes to talk now?"   I'll then either take a fact finder on the spot or I'll set up another meeting.  Often, my schedule won't allow a fact finder on the spot.    If it's a referral or someone who I have spoken to in the past, I'm scheduling a 45-60 minute meeting.   I quickly go over what I do and how I work and then launch right into a factfinder.  The question that I usually use to start is, "Tell me about your biggest financial concern."  I then shut up for as long as is possible.