Some of the most engaging practice stories arise from things we tell clients that they don’t hear or don’t remember, things we don’t think to tell them, and things they forget to tell us.
If a conversation with a client isn't going well, sometimes the adviser needs to change his or her approach to get the client past the sticking point.
Sometimes, rather than stopping clients from overspending, we need to convince them that they can afford something they want.
A widow couldn't decide whether to move to a condo or to a retirement community, as her children were urging. She was just stuck.
Clients come in with a problem that is actually a bundle of issues, only partly financial, that they haven’t been able to sort through to make progress toward resolution.
