Every advisor has encountered the fearful client. Although he or she sees others profiting from a good asset allocation, the fearful individual wants to keep most, if not all, assets in cash.

“We must address the fears,” says Erika Safran, founder of Safran Wealth Advisors in New York City. She talks with reluctant investors about the bigger picture and their hopes for their portfolios. Ultimately, Safran is firm with those who want to keep everything in cash. “That’s not happening,” she says, noting that zero “isn’t an acceptable rate of return.”

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