The Two Rules That Eliminate Client Objections Before They Start

One of the biggest mistakes I see financial professionals make is believing that objections happen at the end of the advice process.

They don’t.

Objections are usually created at the very beginning of the relationship — often without us even realising it.

Over the years, I’ve learned that if you set the right expectations early, most objections never surface. That’s why every client meeting I hold is guided by two simple rules.

Rule One: Decide Whether You Can Work Together

Before advice, before solutions, before paperwork — the first purpose of any client meeting is to decide whether we can actually work together.

A relationship only works if:

• They trust me

• They like me

• They believe I add value

• And just as importantly, I feel the same way about them

This isn’t one-sided. It’s a reciprocal relationship. If that foundation isn’t there, no amount of technical brilliance will save it.

Rule Two: Establish Whether You Can Truly Help

The second rule is about value.

I can only deliver the best advice if I fully understand the client — and that requires full and frank disclosure.

I often explain it very simply:

“The quality of advice I give you is entirely dependent on the quality of information you give me.”

No one wants compromised advice. Setting that expectation early removes hesitation, half-truths, and misunderstandings later.

Deal With Objections Before They Exist

Early in my career, I knew my age could be an objection.

At other times, it might be:

• Negative publicity about financial services

• Confusion about fees or commission

• Concerns about how advisers are paid

So instead of waiting for those objections, I address them upfront.

For example, I openly explain how payment works in a long-term relationship:

• Sometimes I’ll do a great deal of work without being paid

• Other times, I’ll receive a commission or fee

• Over time, those things balance out fairly

I always ask one simple question:

“Does that feel fair to you?”

When clients agree at the outset, clarity, trust, and alignment are created.

Why This Changes Everything

When objections arise later — and occasionally they will — we don’t argue.

We simply return to the original agreement.

That’s what turns uncomfortable conversations into calm, professional discussions — and what separates average advisers from exceptional ones.