Seth Godin has an excellent post on finishing. Although its main purpose is, I believe, to point out the value of the old time-management technique 'start with the end in mind' it includes a number of references to financial planning:
"Aretha Franklin died without a clearly stated will. As a result, her heirs will waste time, money and frustration, because Franklin was both naive (a will doesn’t make it more likely that you will die) and selfish.
If you’re born, it pays to plan on dying.
Every year, millions of people needlessly suffer in old age because they didn’t spend twenty minutes on a health care proxy."
It is sound advice, too little followed. It contains within it the reasons why good financial planners are needed so much, but also why they aren't welcome. That's because, of course, people don't like thinking about endings. They think 'something with come up' or just 'not today' or they just distract themselves with something else. But for us all, but especially the reluctant customer trying to decide if you know where you're going, why do you act all the time like you do not? Is that helpful?
Note also the link under 'health care proxy' to a thoughtful post on how you may want to die. Something topical right now. The equivalent in New Zealand is an enduring power of attorney and advance directive - which you can read about at this link. Related reading: Atul Gawande's book "Being Mortal"