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Lesley Anne Perez, a four-time MDRT member, discusses the top reasons why clients decline a plan and how financial advisors can address these concerns to improve their success rate.
“The main reason why clients decline pursuing a plan with a financial advisor is the lack of trust,” Perez said. “We must understand that this is a business built on trust. Simply put, they will not avail of a plan if they do not trust us. We need to build our credibility and be the friend who puts their welfare first before they can entrust us with their future. Trust takes time.”