Would a doctor diagnose from behind a curtain?

Many clients understand the importance of sharing information with advisors. Occasionally, though, some don’t. What should you say to these people?

When one client refused to show financial statements to Ozer Culhagil, Ph.D., the eight-year MDRT member from Millersville, Maryland, asked why.

“I don’t like financial advisors,” the client responded.

Help me diagnose the situation

Culhagil told the client that was a general statement, and not a problem Culhagil could solve. He also said working together like this would be like going to the doctor and standing behind a curtain, asking the doctor to guess what’s wrong without looking at anything. The advisor told the client this would be a very short meeting.

“But you don’t know how much I have,” the client said, trying to keep Culhagil’s interest. Culhagil said he didn’t care.

“If a person is going to create more problems for you down the road, whatever the amount you’re going to make, it’s not worth it,” he said. “There is nothing wrong with saying no. If you don’t want something, just tell me that you don’t want it. If I don’t think we are a good fit, I will say so. You’ll go your way, I go my way, and we are still friends when I see you at the movie theater.

“Maybe I’ll buy you a popcorn.”

Listen to MDRT members talk about when to say goodbye to a client:

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Written by Matt Pais, MDRT Content Specialist