What retirement issue has hit you or your clients out of left field, and how did you resolve it?
The main retirement issue confronted by many clients was the fact that they have had to reconsider their ability to retire at the present time due to their portfolios being down to a level that makes them uncomfortable pulling that trigger. We are still in the process of calculating the impact to our clients’ spending abilities.
What prospecting methods have been most successful for you in attracting retirement-planning clients?
Asking prospects if they would like a second opinion on their portfolios. Most individuals’ portfolios were down 30-40%, and in most cases, ours were not — as we typically err on the side of being more conservative. Showing prospects how we did it has been helpful.
Do you face any frequently occurring retirement-planning mistakes with prospects?