Emphasize lifestyle goals, rather than material ones
If people have their heart set on specific material outcomes, without taking factors of lifestyle and purpose into account, they may achieve those outcomes and still be miserable. When you encounter this, ask questions like "what's your idea of comfortable?", "what does the good life look like to you?", and "how important is leisure to you?" to get at the heart of the client’s vision for their life.
Apply a multipronged approach
The client's achieving his or her goals isn’t a binary choice between investment and protection. Assure the client that he or she can account for worst case scenarios while still building toward the future. Work with them to find the balance that works for the goals and personal temperament of the client.
Present a range of possible outcomes
There’s a whole range of possibilities between base-level goal achievement and best case scenario. First, understand what it would take to achieve the base-level of your client's goals, then show the client what budgeting and consistency looks like under this scenario. Then show the client how their life could look different based on adjustments to budgeting and consistency.
Provide encouragement
When setting goals, sometimes the client just needs a little reassurance. This is particularly true for clients who live well below their means. Often what's at the root of this behavior is a preoccupation with what could go wrong. If the client needs to apply a little more discipline to their approach, offer that suggestion with kindness.