A client's portfolio is below benchmark. The wealth manager wants to present this in a way that leads to a decision without making the client defensive. Which approach best applies the principles from this session?

Practice question from Advanced B1S7 — bank. The correct answer is highlighted below with a full explanation.

Options

A

Lead with the underperforming funds and explain why they were chosen
B

Acknowledge the benchmark gap immediately and ask the client how they feel about it
Open with the client's discipline, show the trajectory of where things are headed, and then name the one change that would shift the outcome

Correct answer
D

Show a comparison of the client's portfolio against three other clients with similar profiles

Why this is the answer

This sequence applies the SIGN structure: establish the situation (the client's consistent behaviour), show the gap (where the trajectory leads), deliver the insight (what one change would do), and end with the next step. It keeps the client as the hero and the wealth manager as the guide — not the judge.

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