I am excited about 2013, because it is such an important time for our industry. Stressed out clients will face the fiscal cliff. Our job, as always, is to be a guide, showing them the way to navigate this rocky path.
But we play many other roles as well. Our job is to be a confidant. Did they lose money during the previous financial crisis? Do they think there is another one brewing? Do they trust the government to take care of them? What are they worried will happen to their family? Do they have a plan to protect themselves this time? We are the only people with the skills and knowledge to help them develop one.
So after we talk about higher taxes and lower benefits and serious inflation and ever increasing volatility, I say, “Wow! This all really sounds bad doesn’t it? May I ask you a few questions?”
Has our country faced bad economic times before?
Did some people make money during those times, even during the Great Depression?
Were those successful people the ones who planned or the ones who just let things happen to them?
Which one do you want to be and when do you want to get started?
So our job is also to be a counselor: We must show them that not only can they take steps to protect their family from these financial catastrophes, but they can also position themselves to benefit from them. It is not too late, if they get started right now. They are afraid, and we can give them peace of mind.
Move toward opportunity