PA360: How to deal with challenging client conversations

Speaking at PA360 in London today (26 April), Dimensional Fund Advisors head of the UK and Ireland advisor group and a vice president David Jones said heated client conversations can be just as "painful and traumatic" as a physical altercation. He outlined how advisers should approach tough conversations and use logic and reason to bring clients back to the adviser's process. Jones told delegates: "We know that emotion is driving a lot of behaviour. The greed, the fear. We know that this is a massive challenge. "They are being driven by a huge amount of emotion and we are trying to...