08/24/2026
It's here. When Good Cases Stall: How Emotional Blind Spots Derail Client Decisions is now available.
If you've been in this business more than a year, you already know the moment I'm talking about. The analysis is sound. The recommendation fits. The client says yes. And then the case just stops.
Most advisors assume that's a communication problem, so they refine the pitch, add more detail, handle objections harder. But stalled cases are rarely about logic. They're about what happens when a decision becomes real, when a prospect starts reacting to their own history with money, risk, and uncertainty instead of the numbers on the page.
I wrote this book after three decades in financial services, and years spent training advisors nationwide and teaching financial planning at the university level, because I kept watching talented people lose good cases to something the plan itself could never fix.
Inside, 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 a decision in a way that makes it easier to follow through on.
This isn't a book of scripts. It's a shift in how you see the planning process, because the plan doesn't matter if the decision never gets made.
If you work in financial services or life insurance and stalled cases have cost you more than you'd like to admit, get your copy here: https://www.archwaypublishing.com/en/bookstore/bookdetails/875849-when-good-cases-stall
And if you want to talk about what's happening underneath your own stalled cases, reach out. That conversation is exactly where coaching starts.