FA Center: Dear Adviser: I nearly lost a client by ignoring his wife

Dear Adviser:

I nearly lost a client by addressing the husband and inadvertently ignoring his wife — and she really controls the money. He asked all the questions, so I answered. I sensed she was getting frustrated but didn’t know why, though I soon found out. How could I have better handled things?

Chad in Arizona

Men often try to show off their knowledge. Women typically let the conversation flow until they feel a need to ask a question.

Dear Chad:

I am reminded of the anecdote about doing business in Japan. The quietest person in the room always turns out to be the boss.

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