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You’ve seen it before. The analysis is sound. The recommendation fi ts. The client agrees. Then the case stalls. Most advisors assume the problem is communication. They refi ne the presentation, handle objections more aggressively, or add more detail. But stalled cases are rarely about logic. They’re about what happens when a decision becomes real. In those moments, prospects aren’t evaluating your recommendation. They’re reacting to their own history with money, risk, and uncertainty. And if that layer isn’t addressed early, no amount of explanation will move them forward. In this book, Kevin Fink draws on three decades in fi nancial services and advanced behavioral training to show why agreement doesn’t lead to action, and what actually does. You’ll learn how to recognize emotional decision risk before it shows up, how to surface the patterns driving hesitation, and how to help clients experience decisions in a way that makes them easier to follow through on. This is not a book of scripts or pressure tactics. It’s a shift in how you see the planning process. Because the plan doesn’t matter if the decision never gets made.
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When Good Cases Stall: How Emotional Blind Spots Derail Client Decisions (Paperback or Softback)
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Archway Publishing 8/23/2026, 2026
ISBN 10: 1463008295
ISBN 13: 9781463008291
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Paperback. Zustand: new. Paperback. You've seen it before. The analysis is sound. The recommendation fi ts. The client agrees. Then the case stalls. Most advisors assume the problem is communication. They refi ne the presentation, handle objections more aggressively, or add more detail. But stalled cases are rarely about logic. They're about what happens when a decision becomes real. In those moments, prospects aren't evaluating your recommendation. They're reacting to their own history with money, risk, and uncertainty. And if that layer isn't addressed early, no amount of explanation will move them forward. In this book, Kevin Fink draws on three decades in fi nancial services and advanced behavioral training to show why agreement doesn't lead to action, and what actually does. You'll learn how to recognize emotional decision risk before it shows up, how to surface the patterns driving hesitation, and how to help clients experience decisions in a way that makes them easier to follow through on. This is not a book of scripts or pressure tactics. It's a shift in how you see the planning process. Because the plan doesn't matter if the decision never gets made. This item is printed on demand. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Bestandsnummer des Verkäufers 9781463008291
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When Good Cases Stall: How Emotional Blind Spots Derail Client Decisions
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When Good Cases Stall : How Emotional Blind Spots Derail Client Decisions
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Taschenbuch. Zustand: Neu. nach der Bestellung gedruckt Neuware - Printed after ordering - You've seen it before. The analysis is sound. The recommendation fi ts. The clientagrees. Then the case stalls.Most advisors assume the problem is communication. They refi ne the presentation,handle objections more aggressively, or add more detail. But stalled cases are rarelyabout logic.They're about what happens when a decision becomes real.In those moments, prospects aren't evaluating your recommendation. They'rereacting to their own history with money, risk, and uncertainty. And if that layer isn'taddressed early, no amount of explanation will move them forward.In this book, Kevin Fink draws on three decades in fi nancial services and advancedbehavioral training to show why agreement doesn't lead to action, and what actuallydoes.You'll learn how to recognize emotional decision risk before it shows up, how tosurface the patterns driving hesitation, and how to help clients experience decisionsin a way that makes them easier to follow through on.This is not a book of scripts or pressure tactics. It'sa shift in how you see the planning process.Because the plan doesn't matter if the decisionnever gets made. Bestandsnummer des Verkäufers 9781463008291
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Paperback. Zustand: new. Paperback. You've seen it before. The analysis is sound. The recommendation fi ts. The client agrees. Then the case stalls. Most advisors assume the problem is communication. They refi ne the presentation, handle objections more aggressively, or add more detail. But stalled cases are rarely about logic. They're about what happens when a decision becomes real. In those moments, prospects aren't evaluating your recommendation. They're reacting to their own history with money, risk, and uncertainty. And if that layer isn't addressed early, no amount of explanation will move them forward. In this book, Kevin Fink draws on three decades in fi nancial services and advanced behavioral training to show why agreement doesn't lead to action, and what actually does. You'll learn how to recognize emotional decision risk before it shows up, how to surface the patterns driving hesitation, and how to help clients experience decisions in a way that makes them easier to follow through on. This is not a book of scripts or pressure tactics. It's a shift in how you see the planning process. Because the plan doesn't matter if the decision never gets made. This item is printed on demand. Shipping may be from our Sydney, NSW warehouse or from our UK or US warehouse, depending on stock availability. Bestandsnummer des Verkäufers 9781463008291
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Paperback. Zustand: new. Paperback. You've seen it before. The analysis is sound. The recommendation fi ts. The client agrees. Then the case stalls. Most advisors assume the problem is communication. They refi ne the presentation, handle objections more aggressively, or add more detail. But stalled cases are rarely about logic. They're about what happens when a decision becomes real. In those moments, prospects aren't evaluating your recommendation. They're reacting to their own history with money, risk, and uncertainty. And if that layer isn't addressed early, no amount of explanation will move them forward. In this book, Kevin Fink draws on three decades in fi nancial services and advanced behavioral training to show why agreement doesn't lead to action, and what actually does. You'll learn how to recognize emotional decision risk before it shows up, how to surface the patterns driving hesitation, and how to help clients experience decisions in a way that makes them easier to follow through on. This is not a book of scripts or pressure tactics. It's a shift in how you see the planning process. Because the plan doesn't matter if the decision never gets made. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability. Bestandsnummer des Verkäufers 9781463008291
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Taschenbuch. Zustand: Neu. When Good Cases Stall | How Emotional Blind Spots Derail Client Decisions | Kevin Fink | Taschenbuch | Englisch | 2026 | Archway Publishing | EAN 9781463008291 | Verantwortliche Person für die EU: Libri GmbH, Europaallee 1, 36244 Bad Hersfeld, gpsr[at]libri[dot]de | Anbieter: preigu Print on Demand. Bestandsnummer des Verkäufers 136397685
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