What retirement issue has hit you or your clients out of left field, and how did you resolve it?
I have been surprised at the drop in value of some bond mutual funds. While previously considered to be a more stable option, the drop in bond fund values has resembled that of some equity funds.
What prospecting methods have been most successful for you in attracting retirement-planning clients?
We believe the value that we bring to clients is one that they want to share with others. So we have a “value conversation” during meetings or calls to find out if they know someone specific that we could bring value to as well.
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Do you face any frequently occurring retirement-planning mistakes with prospects?