Research: What retirement issue has hit you or your clients out of left field, and how did you resolve it?
J. Cornell: Investor reality confirmed, no straight lines! We have re-established client budgets, gifting intention and reallocated portfolios to recover capital. Additionally, we have updated retirement planning calculations accordingly. We are pleased at how attentive clients have been to our advice through the storm.
What prospecting methods have been most successful for you in attracting retirement-planning clients?
Key prospect question: Do you see the wisdom of getting a second opinion on your retirement income? Many new prospective clients have responded by telling me this would be their first.
Do you face any frequently occurring retirement-planning mistakes with prospects?