How to challenge a clients thinking without actually getting into a challenge
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How to challenge a clients thinking without actually getting into a challenge

April 4, 2018

by Tony Vidler  CFP logo   CLU logo  ChFC logo

Brainstorming for fact finding financial advice

Perhaps the toughest task any adviser faces is challenging a clients’ own thinking, but without getting into a confrontation.  Most of us find ourselves occasionally dealing with a client who already thinks they know the answers – they haven’t come to us for advice, they have come to us for validation of their own pre-conceived idea or to give an instruction.

 

Oftentimes we know that those instructions or pre-conceptions will result in poor outcomes or perhaps require a strategy which involves more risk than is necessary.

 

It is a challenge to get such a client to think beyond the decision they have already made….but using a very simple brain-storming technique instead of triggering a debate, or reversion to the stock standard fact-finding tools, will often open the thinking up to other possibilities.

 

So instead of trying to convince a client that they are wrong, or at least haven’t thought it all the way through, try a mini-brainstorming session instead.

 

In this quick video I explain an easy technique that you can use anywhere – even on a napkin or serviette – to get clients to become open to some different thinking, and move in a new direction.  It is a way of challenging pre-conceived ideas without being confrontational…

 

You might also be interested in this related article:
Be Your Client’s Consigliere (Rather than “just” an Adviser)
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