In the "sale of advice" profession the commentators, critics and media seem to think you, the provider of advice, should put up with a whole range of unsavoury practices by clients and prospects. It seems that advisers are expected to provide services that do not make money, reward laziness and arrogance and bow to the lowest common denominator of business practice. You need clients, not headaches. It is time to fight back.
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You have had an initial meeting with the client, subsequently spent time working on a plan for them. Now they're sitting in your office after you have presented your recommended strategy and product options, and they say to you, "I want to think it over". It can be annoying, frustrating and energy sapping, can't it? What happens next though will determine your future?