Is Handling Client Resistance A Pas De Deux?

Rothstein, Jeff
June 2000
Journal of Financial Planning;Jun2000, Vol. 13 Issue 6, p50
Academic Journal
This article gives advice to financial planners on how to handle client resistance. Resistance can be either active or passive. Active resistance tends to be visual and dramatic while passive. More often than not, resistance is passive in nature. In dealing with client resistance, financial planners must consider the following: identification of taboo areas; use of game plans and blueprints; and resolution of resistance directly with the client.


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