Better Business: Getting clients off the sidelines

We have heard it all before. You keep in touch with a client. They are cordial but do not want to put money into the market until they are confident we have seen the bottom. The market rallies. Now they say: "We missed the rally. The market has made its move." How can you tactfully encourage them to take action? Here are some approaches and questions to ask in order to get them off the sidelines. The money has to go somewhere Institutions and pension funds account for a substantial part of total investment in stocks. Often these institutions are funding pension liabilities...