For most people, retirement planning is not fun; that's why they avoid it. According to a recent study, more than half of Americans don't know how much they'll need to retire comfortably. On average, people think that there is a 45% chance they will outlive their savings, and 41% have taken no steps to address it.
People who are in the retirement planning stage are likely worried about their financial future, and they don't know where to start or who to trust. It's your job as a financial professional to take that anxiety away. On the outside, your potential client may appear calm and collected. Don't assume they are. On the inside, they may be nervous about doing anything at all.
As an agent or advisor, you must make your prospective client comfortable to create a better experience for them. So, how can you go about building a stronger relationship with your client and creating a better experience for them?
Ask some questions! Great questions will give you insight past a client's goals, and into their character and priorities. Taking the time to ask these questions will allow you to personalize the service you provide.Bonding & Rapport: Take a few minutes at the beginning of your first meeting to really get to know your prospect. Ask them questions that will help you get to know who they truly are.
- Where did you grow up?
- Can you tell me a little bit about your family?
- Where do you work?
- Do you have any vacations coming up soon?
Retirement Picture & Goals: Next, it is time to dive into what their goals are for their retirement years.
- How long have you been thinking about retirement?
- On a scale of 1 to 10, how important is retirement planning to you?
- What planning, if any, have you done so far?
- What does your perfect retirement picture look like?
- Do you intend on passing any assets to your heirs?
- What obstacles or concerns are you currently facing in your retirement planning process?
You may have the right solutions to solve the prospect's retirement needs, but before you work on the potential solutions for them, you must find out what is most important in their retirement years. Questions that bring out their true feelings about retirement planning go a long way to making sure you truly understand your client's goals.
At DMI, we are continuously sharing best practices and sales ideas to help improve your business. Get all the information you need for a successful meeting with your client by downloading our FactFinder worksheet.