Hone Your Counseling Skills to Maximize Your ROE²

Great advisors are effective trust builders, yet early trust doesn’t have enough fire power to keep clients engaged through the minutia of complex planning. When a client’s receptivity is low, they can’t absorb new technical information, and their emotional commitment to planning will ebb and flow. First, we must assess where they are on the continuum from Ease to Friction to Conflict to Toxicity – personally and with the family members affected by the planning.  Join Shelley and Kari for an overview of why logic alone will not get the deal done – and learn a way to help clients shift from lack of hope to inspired possibility.