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Many Americans are unprepared for retirement. Hopefully you don't have too many in your practice. The problem is similar to the guy who jumped off the Empire State Building and as he passed the 15th floor said, "So far, so good." They don't see retirement planning as an immediate need.
This is a time when advisors need to be tactful. You need to raise the issue without making them feel inadequate. There are people who won't go to the gym because they feel they must get into shape first before they exercise in public. Some clients don't want to think about retirement planning until they get their other personal finances into shape. If they ever do, by then it will be too late.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
