While it’s impossible to succeed at traditional retirement planning, it’s not impossible to make a financial plan. If the focus is on producing, rather than quitting (i.e. retirement), then there are four ways you can help your clients succeed financially.
1. Help your client define a central productive purpose.
The root cause of the failure of retirement planning is the desire to live a lifestyle rather than to pursue a central productive purpose in life. Retirement is often used as the default purpose, but it’s not a productive purpose. It’s more of a transition or a means to some other end. By focusing heavily on “retirement,” your client is forced into a position where he must define a lifestyle he wants to live, and then make goals to achieve that lifestyle. That’s entirely backwards. Your clients have to understand this, and so do you. Where did he get the idea for his “perfect lifestyle?” A book? A movie? His friends? You?
Unless the client defined a productive purpose, those lifestyle goals are always arbitrary. Instead of looking out into the world, the client must turn inward and engage in a process of introspection. Since this is a financial plan, the focus is on some kind of productive purpose. In short, the plan must define how the client will make money. To do this, he must choose a central productive purpose that will guide his entire life and allow him to define all of his other values. Once this is done, there is no need for an explicit retirement plan. There is no need to define a lifestyle, since the client’s lifestyle is determined by his central productive purpose. In other words, a client’s lifestyle, and thus future retirement (if applicable), will be determined by whatever the client chooses as his productive purpose.
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For example, an artist will choose values that are required to become the kind of artist he wants to be. He may decide not to retire, ever. His plan includes provisions for emergency situations, and for times when his artwork doesn’t sell. He may also consider “retirement” as a last-ditch effort to survive and so he may accumulate a modest savings to support himself in his old age if he can no longer create salable artwork.
He may spend much of his time touring art shows. He may opt for a modest home so that most of his time can be spent painting rather than cleaning and maintaining a large home. In this sense, he may value a minimalist lifestyle because of his passion for art. His lifestyle isn’t an arbitrary mix of golfing, vacationing, work, and nightlife activities even though he could reasonably pursue any of these activities if they helped him achieve his central productive purpose.
Choosing this productive purpose is excruciatingly difficult. It must involve some type of action-statement that is a personal statement of productive action. For example, “My central purpose in life is to ____________.” The blank is filled in with an action word (i.e. write, sing, build, draw, research, teach, etc.) that describes some productive process.
“My central purpose in life is to teach financial planning.”
“My central purpose in life is to write poetry.”
“My central purpose in life is to compose music.”
“My central purpose in life is to build bridges.”
To determine his purpose, the client must first observe certain actions that stand out to him. He must decide what brings him extreme joy and happiness in life. Then, he must integrate his observations. Is he particularly good at writing? Does he enjoy, and is he good at, simplifying or explaining complex ideas? The former may lead him to be a writer, while the latter may lead him to be a teacher or instructor of some kind.
After doing some introspection to determine what he really enjoys, and after he has determined he has the skill necessary to actually be productive doing the things he enjoys, then he is ready to formulate an action statement similar to the examples above.
Forming that action statement is possibly the hardest part of the process because the action has to be personal. It cannot be generic. For example, “my central purpose in life is to be happy” is not a productive purpose. Everyone needs happiness in life, so this isn’t explicitly personal. Second, you’ll notice that a statement like this is a statement of being, not a statement of doing. Productivity is not a state of being. It is a state of doing. Making money is a process, not a static end that your client passively observes or experiences.
The final step in the process is for the client to test his ideas against reality and discover what careers his productive purpose leads him to. If a client chooses “compose music” as a productive purpose, then the client needs to explore careers related to this purpose. Maybe the client discovers that he is not good enough to compose salable pieces. Maybe he can produce salable pieces, but discovers that it is a long and arduous process and that he would rather teach music theory than be a professional composer for a living. Maybe your client discovers that he was entirely mistaken about his productive purpose, and that the joy he felt was more about the idea of composing music rather than actually doing it.
2. Help your client define goals that are connected to his central purpose.
Once your client has a productive purpose, you must help him develop goals that are consistent with this purpose. This will solve a lot of problems that are common in financial planning. For example, your client’s productive purpose determines his expenses. His expenses also determine how much he must save for various future goals. Nothing is arbitrary. If you’re doing this correctly, there’s no need for you to tell the client what he should and should not spend his money on.
Adjustments for inflation are made each year inasmuch as it affects him. In other words, he only needs to worry about the cost of being an artist, not the cost of being an architect. Being an artist implies certain obvious short-term goals like making sure that a certain amount of work gets done each week, month, and year. For a painter, this might mean accomplishing one or two paintings per year or it might mean finishing 12. His production goals, which are largely determined by his skill, ability, and how challenging the work is, will determine the cost of his supplies for the year.
Understanding this eliminates the need to come up with some short-term, arbitrary, inflation figure. The artist is intimately aware of the tools of his trade, how much they cost, and may even be aware of expected future costs. Each year, he can make adjustments to his budget with your help, if necessary.
For example, let’s assume that all of an artist’s supplies total $1,000 for the year. If the cost of his supplies increases throughout the year, or for the following year, then the appropriate adjustments need to be made. Many financial advisors assume an average inflation rate, published by the Department of Labor, for all individuals regardless of context. This is a mistake that gets applied to most clients’ budgets and becomes most apparent in a client’s projected future savings needs.
The Department of Labor explicitly states that: