Four common client fears (and how to ease them)

Sometimes it feels we are in a spectator’s market. Investors are standing on the sidelines, tightly holding their wallets watching the action unfold. They may cheer when the market rises but are resistant to investing more money. Why? Often they find someone or something to blame. Until these objections are addressed their wallet stays shut. As an adviser you need to uncover the real issue then determine the message you want to deliver while avoiding saying the wrong thing. This leads to having a proactive conversation addressing the issue and recommending action. GRIPE 1: Big city fi...