Transform client relationships by asking better questions
When you sell, it implies that the client’s main interest is you. It’s not. What clients want are solutions to help them achieve what they want out of life. They...
Tag Archives: retirement planning
Why retiring is about more than money
The difficult part of retirement for a lot of successful people isn’t about the money; it’s about the perceived loss of importance. It’s a blow to their ego. A lot...
When clients are concerned about having enough money in retirement
If your clients have enough money for retirement but worry about how to generate their income, Adrian George, CFP, TEP, breaks down their savings into five areas: Minimum guaranteed income ...
Stand out from other advisors by preparing clients to retire
There are myriad ways to prepare clients for a fulfilling retirement. Clients accumulate assets for many years in the hope of retiring and living comfortably, but that’s only part of...
Improve client relationships
As there are many types of clients in a range of demographics, there also are a variety of ways to communicate with them. Try these three ideas from MDRT members...
Elder financial abuse: Are you free to discuss it?
In a situation where a client’s family member allegedly takes advantage of them, advisors might not necessarily be able to take action. Gregory B. Gagne, ChFC When a client’s son allegedly took...
Scenarios when advisors should be aware of possible elder financial abuse
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Adjusting retirement planning for older clients who lose their jobs
We have a client who is very specialized in what she does who lost her job. Great news for her: She was a good saver. But at the same time, we had her on...
Two of the biggest fears for people in retirement
Talking about what keeps clients up at night — the top 5 fears — is critical for an early discussion. Fear No. 1 is outliving their money, and it is two-pronged....
Questions that build better financial futures
Questions are powerful. They allow financial advisors to understand their clients and their loved ones better and, therefore, create better-protected financial futures for them. Questions also can evoke a moment...
The importance of planning your purpose in retirement
“OK, you want to retire at 55. What are you going to do? You’re retired now; what are you going to do?” A lot of people don’t have an answer for...
How to help clients retire well
What day of the week do you spend the most money? What day of the week do you go golfing or hiking? Get your nails done? Get your hair done?...
How to open clients’ eyes to retirement planning
Sometimes in the Philippines when I talk to someone about preparing for the future they’ll say, “Oh, it’s all right. I’m OK. I don’t need to plan for retirement because...
The differences between a financial advisor and a salesperson
The value of a financial advisor is not in selling products or selecting investments. Your value is in “all you can do to help clients accomplish a goal not based...
Find tax savings when clients make charitable contributions
By William M. Upson, CLU, ChFC As a professional who preserves my clients’ wealth, I do all I can to ensure that my clients receive the best possible tax benefits from...
