Nine Steps for Calming Client Fears

Florian, Amy
November 2009
Journal of Financial Planning;Nov2009, Vol. 22 Issue 11, p42
Academic Journal
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.


Related Articles

  • Beyond the Numbers: From comprehensive planning to giving advice on the non-financial. Schiff, Lewis // Investment Advisor;Oct2009, Vol. 29 Issue 10, p79 

    The article discusses the extent of life coaching activities by financial planners in the U.S. According to the survey conducted by the Certified Financial Planners (CFP), 57% of clients had told advisors non-financial matters. Researchers Lyle Sussman and David Dubofsky concludes that many...

  • The Rules of Engagement, Part 1. Adkins, Rick // Journal of Financial Planning;Nov2009, Vol. 22 Issue 11, p32 

    The article offers information about the rules of financial planning engagement in the U.S. It discusses the philosophical underpinnings in the Code of Ethics and Professional Responsibility that represents the professional relationship between client and a certified financial planners (CFP)...

  • Enlightened Self-Interest. Savage, Diane C. // Journal of Financial Planning;Nov2009, Vol. 22 Issue 11, p36 

    The article offers information on the synergistic approach to address a variety of financial issues in the U.S. It notes that the approach acknowledges the complexity and inter-disciplinary nature of financial questions which is used by most successful financial planners. It mentions that the...

  • A Commitment to Relevance. Oechsli, Matt // Registered Rep;Jan2011, Vol. 35 Issue 1, p71 

    The article focuses on the methods to improve the career of the financial advisors in the U.S. The financial advisors can reposition their services with the existing affluent clients to be able to establish rapport with clients. Moreover, the investment advisor must show professionalism on his...

  • When the Whole World is Your Client... Thompson, Duane R. // Journal of Financial Planning;Jun2000, Vol. 13 Issue 6, p32 

    This article explores the client engagements of certified financial planners in the U.S. In 1999, the Certified Financial Planner Board of Standards Inc. (CFP) adopted a revised definition of client, affirming that a practitioner is engaged when an individual reasonably relies upon information...

  • Serving the Underserved: Is There a Professional Obligation? Opiela, Nancy // Journal of Financial Planning;Jun2000, Vol. 13 Issue 6, p76 

    This article describes various pro bono work that U.S. financial planners offer to their clients. Spring Leonard, a certified financial planner of SBL Financial Enterprise in Norfolk, Massachusetts, often offers help free of charge. Certified Financial Planner Board of Standards Inc. president...

  • A Healthy Plan for 2006. Sclafani, Ray // On Wall Street;Dec2005, Vol. 15 Issue 12, p67 

    The article discusses some helpful advice that U.S. financial advisers should follow, behaviors they must avoid and the questions they should ask themselves in preparation for the coming of 2006. It details activities that advisers should abandon for they have little or no direct impact on...

  • THE SKILLS YOU'LL NEED. Korn, Donald Jay // Financial Planning;Apr2005, Vol. 35 Issue 4, p60 

    Offers advice on the skills to be developed by financial planners in the U.S. Importance of communication skills to financial planning services; Reduction in the duties performed by top managers of financial planning firms; Skills to be developed in dealing with retirees and pre-retirement clients.

  • Amid Distrust, Plan Sponsors Trust Advisers. Cornfield, Jill // Plan Advisor News;2015, p16 

    The article discusses the findings of a 2015 U.S. survey by the National Association of Retirement Plan Participants (NARPP). Topics covered include the higher levels of trust plan sponsors have in their own retirement plan advisers compared with their confidence in the financial services...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics