Acknowledge concerns and communicate transparently. Share successful examples and implement changes in phases to build confidence. Follow up consistently to address any ongoing issues. Trust is built through reliability and clear actions. ????

To build trust with a skeptical client about the change process, I would start by understanding their concerns and addressing them directly. I’d explain the rationale behind the change, outlining the clear benefits and how it aligns with their goals. Sharing data, case studies, or examples of similar successful transitions can help ease doubts. I would also establish open, transparent communication, keeping the client updated at every stage of the process. By involving them in the change, soliciting feedback, and showing commitment to their success, I can gradually build confidence in the process and strengthen our partnership.

What high-net-worth clients don't say is often more important than what they do. There are two questions to build trust around change a client may be skeptical about. First, "Before we dive in, I'd love to know – what had you take this meeting today?" The client says, "Well, we always meet this time of year." If you pause, they share their thinking. "I've been meaning to talk to you. Our neighbor keeps telling us about this hot new investment advisor... we wondered should we do something different." Which leads to question two, "What would you like to walk away with by the end of our time together?" The next hour may be unlike any review meeting. Instead of defending your approach, there is conversation about what matters to them.

Listen, understand and acknowledge their concerns. I'd even go so far as to ask for what they see as potential solutions. Avoid conflict by driving partnership. From there, communicate transparently, coach as needed to build confidence, and keep the dialog open.??

To build your client's trust in the change process, start by clearly communicating the rationale and benefits of the change. Provide data and case studies to support your approach. Engage the client in open dialogue, addressing their concerns and answering questions transparently. Demonstrate your expertise by outlining a detailed plan with measurable milestones. Ensure consistent updates and involve the client in decision-making to foster a sense of partnership. By being transparent, knowledgeable, and responsive, you can build trust and confidence in the change process.