How to Channel 10 Client Fears Into Investment Opportunities

"The stock market climbs a wall of worry." We have all heard that expression. "Buy on anticipation, sell on realization" is a familiar one, too. Many clients think differently. They worry a lot. Their fears keep them on the sidelines. They are waiting for the right moment to invest. Like the long street where every traffic light has turned green, this rarely happens. You have an opportunity to encourage your client to get off the sidelines. What is your client or prospect worried about? This is a good time to remember there are two sides to every trade. When someone gets in, there is someone else thinking this is an ideal time and price to get out of the same position. Put another way, there are other ways to invest beyond the obvious. One of the advantages of working with a financial advisor is how the client's portfolio can be customized to be representative of their interests. The worries that keep them awake at night can also be an opportunity for them to potentially make money.