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 an...