Calibrating Comfort

Hayden, Vern C.
February 2004
Journal of Financial Planning;Feb2004, Vol. 17 Issue 2, p34
Academic Journal
Clients of financial planners often do not reach their objectives because they hide inside their comfort zone. The challenge for planners is to legitimately expand their comfort zone so they can encompass the ideas and strategies necessary for reaching their goals. There are six ways to help planners figure out how to help clients reach their goals: (1) Communicate to people in a way that makes listening comfortable for them, (2) Educate clients on relevant points, (3) Clients expand their comfort zone when they can participate in the planning process, (4) Take as much time as needed, (5) Excellent service leads to long-term comfort and (6) Be flexible. The four personality styles identified in the book 'The Platinum Rule,' written by Doctor Tony Alessandra, are: (1) Directors, identified as firm and forceful, confident and competitive, (2) Socializers, identified as outgoing, optimistic and enthusiastic people, (3) Relators, identified as genial team players who like stability more than risk and who care greatly about relationships with others and (4) Thinkers, identified as self-controlled and conscious. Being sensitive to how comfortable a client is in the relationship, will help determine effective implementation and ensure a long-term relationship.


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