I prepare a client for a hard conversation from the beginning of our professional relationship by setting the expectation. By having the upfront expectation, it creates a sense of partnership because we are working together to achieve the best outcome. In my industry of life/disability/long term care insurance, all of our solutions for clients are based on the health of the insured. The hardest conversations I have are based around a prospective client's lack of insurability or problems that may arise during the underwriting process, which are handled with immediacy, compassion, and transparency.