Help retirement clients safely get down the mountain

Obviously, climbing Mount Everest is no small feat. But just as important as getting to the top is safely arriving back down at the bottom.

Matthew Blocki, ChFC, CFP, a four-year MDRT member from Pittsburgh, Pennsylvania, evokes this imagery when talking to clients about retirement, which he says often can be misconstrued simply as acquiring money without concern for what could happen to it while clients are, so to speak, at the top.

“You need to make sure money supports you and not have to live your life based on what the money happens to do,” he said. “Clients might have money in the market, but their advisors haven’t talked to them about a fail-safe if the market crashes and dramatically changes your life.”

That often leads to incorporating annuities and life insurance as part of an overall plan, rather than just an investment strategy. He said clients are on board with this presentation far more often than not.

“Our philosophy is we want your life to occur no matter what,” he tells them. “Money should be managed in accordance to that goal first.”

Read more communication ideas in Round the Table.

Written by Matt Pais, MDRT Content Specialist