You are a trained and licensed professional and have 95 percent more knowledge about financial guidance, choices and products than your clients or prospects. If every client followed exactly what you advised, he or she would typically make more money with less frustration. However, fear and other emotions block their ability to just let go and let you guide them. Assuage their concerns by leading them to the best choices for their portfolio.
We make decisions when our brain eliminates the obvious choices that we don't want. Presenting clients with fewer options (with at least one really bad alternative thrown in) will surely help move them along your chosen path for their best interest.
Option overload
Ideally, you should give your clients the power to choose between yes and yes, instead of yes and no. But be very careful to not overload them with too many choices. Realize the power of the herd is a tough current to swim against. People like being in the middle of the crowd when in unchartered waters or situations.
