TITLE

Nine Steps for Calming Client Fears

AUTHOR(S)
Florian, Amy
PUB. DATE
November 2009
SOURCE
Journal of Financial Planning;Nov2009, Vol. 22 Issue 11, p42
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article offers tips on how to address clients's financial fear issues to build long-term trust and lifetime loyalty in the U.S. It notes that unaddressed fears could provide an easy excuse to take business elsewhere. The author discusses an effective step procedure to conduct a fear assessment on clients which include introducing the topic, taking notes as client talks, and conduct a fear and concern check-in in subsequent meetings. The author also suggests that a financial adviser and a client should work together for these solutions.
ACCESSION #
45433373

 

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