One of the most brilliant financial advisers in the country tells me all the time:
“A confused mind says no.”
He possesses more financial competence than nearly anyone I know. His prospects know that too; that’s why they’re sitting with him. But in guiding their financial lives, what if he drew something like this:
Could he? Sure.
Should he? No.
Instead he puts a prospective client’s entire financial plan onto three pieces of paper. And he walks them through those three pages, asking the individual to make one decision at a time. After they make one decision at a time, 8 or 10 times, a relationship is formed. Everyone understands what is happening and is thrilled!
It’s almost too simple. Funny how it works that way.