Secrets of Successful Advisors℠ with Ken Haman A Conversational Strategy for Introducing a New Idea to an Existing Client
Sep 9, 2025
Advisors often dread introducing changes to established clients. A great strategy is to start discussions with clear, observable agreements, reducing client resistance. Ken highlights the power of framing advice around a client’s life stage, making new recommendations feel natural rather than critical. Positioning changes as an evolution of practice can build trust. He also stresses the importance of combining emotional and logical reasoning to enhance receptivity. Clear communication about complexities and next steps is key to successful client transitions.
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Habitual Comfort Blocks Beneficial Change
- Clients live in habitual patterns and resist change even when it's beneficial.
- Providing structure and context activates receptivity and reduces emotional resistance.
Begin With An Undeniable Observation
- Start client conversations with an observable truth they can immediately agree with.
- Build your proposal from that agreement so the client leans in rather than resists.
Frame Change As A New Life Chapter
- Tell clients they're entering or approaching a new life chapter to create context for change.
- Use that context to explain implications and necessary next steps.