Nick Cann, chief executive of the Institute of Financial Planning, made the observation based on his findings at roadshows he has been chairing recently.
The roadshows, in association with the IFP, Hornbuckle Mitchell and Quilter have been touring the country for the past two weeks, helping advisers with opportunities post-RDR.
Mr Cann said it was vital that firms were providing a real Financial Planning service or they would continue to find it difficult to use.
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Mr Cann said problems ranged from the belief clients would not like cashflow modelling to fear of the different technology.
On his UnCanned blog, Mr Cann said: "There is a belief in some quarters that certain clients don't respond well to the notion of Financial Planning and cash flow modeling.
"This is, in my opinion, mainly a confidence issue with the adviser. Those who use it effectively will confirm that it stands to reason using it properly, ensures that the client engages far more quickly and entrusts all of their assets to the firm with an obvious agenda of activity over the next few years."
To combat this, he suggested CPD or working with a Paraplanner to operate the technology while the adviser focused on the client.

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