You can use empathy when dealing with a prospect who expresses reservations about your approach to investing. Listen to their point of view with an open-mind.
A very small change in how you interact with others can pay big dividends. This is especially true when you are trying to convert a prospect into a client.
If you want to understand the importance of trust in your relationship with prospects and clients, I highly recommend The Trust Mandate, by Herman Brodie and Klaus Harnack.