But owning up to ones own problems isn't easy. There's a lot of emotional stuff here. He may see some part of the problem and he will be aware of the consequences of the problem - such things as uncertainty on his finances, not knowing whether he is on plus or minus, not knowing what to do, and so on. People instinctively reject problems. We try to NOT SEE them.
Nobody likes bad news.
And anyone claiming I have a problem can expect an argument from me. That's how it works. Test this if you like. You cannot assume that because YOU see another person has a certain problem that HE would see he has it. Nor can you just blurt it out for he is likely to become upset - not the best of starts for a sales approach.