Is There a Time to Share What You've Been Through?

When the market is down, advisors often try to calm their clients by talking about facts and figures. But when you lead with compassion it does open up the lane for some of the facts and figures because people do want to be informed. A planner can share what they went through very quickly in order to make that connection with a client may be going through. It's called a selective share. When do you drop your dime, so to speak? When do you say, okay, I could resonate with that?"