TRUST!!!! That is a key word in Financial Planning. When Investing money TRUST is IMPERATIVE. What has worked for me over many years is starting off in Low Equity Funds so the client sees you are GROWING THE MONEY. Then once that has been accomplished the client TRUSTS you and now you can direct money to Higher Equity Funds still leaving a good portion of the clients money in the Low Equity Funds as assurance to the client. However the TIME that a client wants to be Invested has a profound influence on where and what to Invest in.