As an advisor’s book of business begins and continues to grow, there is a tendency to spend precious time with “busy” activity rather than “productive” activity. One of the most costly “busy” activities is working with a client who can never be satisfied with your efforts and recommendations. The client can be stagnant and even mumbles their dissatisfaction out loud. This is a warning sign that in spite of your own best efforts to meet the client’s expectations, there is a total disconnect.
Perhaps it’s time to have a candid visit and discuss the working relationship. Inform your client of your desire to help them meet planning goals and objectives. There’s a chance they still don’t seem pleased. Consequently, a decision needs to be reached about the working relationship — and you may be surprised with the outcome. It may awaken the client into an entirely different frame of mind that leads to a better working relationship.