Any financial planner who has worked with a client through some “market turbulence” or an outright bear market is well aware of the stress that market uncertainty can bring to the client. But how often do we look at the stress that market uncertainty brings to the financial planner vis-a-vis the client relationship?
We often evaluate the quality of a conversation by its activity; the pace of the back-and-forth banter can be used as a barometer of how engaged someone is in the discussion. Given our tendency to find comfort in sustained dialogue – thus the phrase "awkward silence" – I was very struck to see the following profound tweet: "Get comfortable with silence. Some of the most important things clients say follows silence."