Challenging the resistance

Clients who aren’t sure about certain aspects of their advisor’s plan may be hesitant to follow what may be very good advice. According to Lewis B. Morgan in “Effective Communication in Financial Counseling,” one way to deal with that is to address the behavior itself and let the client interpret it. Some clients may not be open about their resistance and disguise it by missing appointments or regularly showing up late, or by being sarcastic or overly polite. Dealing with the client’s objections openly and immediately will address the issue and allow you and your client to focus on the best plan.