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A client sits across the table and asks a straightforward question: “How did the portfolio perform last quarter?” or “Should we make a change?” The advisor responds confidently with clear analysis, data, and recommendations. Yet as the meeting ends, something feels incomplete. The client nods politely, but engagement remains shallow.
The post
Most advisors believe they are good listeners. And many are. After decades of client meetings, market swings, and late-night planning sessions, they have learned to catch the tremor in a voice, the hesitation before a number, the glance that says more than words. They nod at the right moments. They remember the names of children and the dates of retirements. They guide conver...