The Worst Way to Handle a Performance Question (And What to Do Instead)
It’s one of the most uncomfortable moments for advisors.
A new prospect sits down, and before you’ve even had a chance to explain your process, they ask:
“What’s your performance?”
For many advisors, that question immediately creates tension. Do you redirect? Reframe? Defend? Disqualify?
This episode breaks down how to handle one of the most common — and most misunderstood — questions in financial planning: how to respond when performance is the first thing a client cares about.
James and Eden walk through the real mistake advisors make in these conversations — not the question itself, but…
The skinny
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