November 1, 2018 – FT Advisor-

It appears that having sold the idea of cash flow planning to a client who is then suitably impressed, the adviser tends to think the work is done.

The discussion revealed many advisers seem to lack the necessary experience and skills to characterize their relationship with the client. In particular, the execution of soft skills, which are necessary for lifestyle financial planning, are often not refined.

By soft skills I mean: communication, observation, decision-making, problem solving, negotiating and influencing.

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