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Risk tolerance is only the tip of the iceberg in determining a clients' true risk posture. Smart advisors also evaluate risk capacity, perceived risk, and required risk to construct a portfolio and financial plan that will keep clients satisfied and committed.
In risk discussions, use clear visuals to present the facts. You'll get more clients off the fence—and they'll make better decisions.
During this financial crisis, investors' portfolios have been subjected to risks we haven't seen in years: credit risk, liquidity risk, interest rate risk, and purchasing power risk, as well as the usual bugaboo, market risk. It's a good idea going forward to evaluate portfolios for each kind of risk and institute an appropriate mitigation strategy. These days, you can't be too careful.
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