I think clients respect us more when you take a direct approach when discussing income replacement — not to scare them but just to be realistic.
One of the questions I can remember asking my first few years is after painting the picture, what it would look like? In most cases it would look gloomy. And I would say, do you care enough to change that? I thought that was a bit abrupt and direct, so I’ve softened the language a little bit.
Now I ask them, how does that make you feel? After painting this picture we all agree that this is what it would look like. How does that make you feel?
I’m getting a better response now in asking them how they feel about that as opposed to do you care enough to change it?
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