How to prod market-spooked clients into action

03/21/2013 | Financial-Planning.com

Investors are more motivated by the pain of past losses than by the possibility they may see future gains, writes Ken Haman of AllianceBernstein. Advisers can deal with this by explaining to clients that they have a problem, how the problem happened, what might happen if they don't take action and what action they should take.

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