What Client Silence Is Really Telling You (And Why Top Advisors Lean Into It)

You ask a client a real question, something that matters, like “What’s holding you back from moving forward?” and then it happens. They go quiet, and as one second passes, then two, then five, the silence starts to feel like a problem you need to solve, so you rush to fill it with “Is it the timeline, or the strategy, or maybe the fee structure?” You meant to help, but what you did was talk the client out of telling you the truth.