Chances are that you know someone like this as well, and you should share stories like this with your clients. Talk about people you have met who are flourishing in their so-called "retirement" years. Ask your clients the question, "What will you do to challenge yourself in your retirement stage of life?" You just might end up being the one individual who asks the question that will be critical to your clients' retirement success, and by sharing these stories, you will form an inspirational bond with your clients as well as an advisory relationship.
Just the other day, I had a conversation about age with my dentist and he mentioned that ever since he turned 60, people felt obliged to ask him about his retirement plans. He said, "I've always told myself that the day I wake up and don't look forward to coming to work is the day I'll retire. And I gotta tell you, Mitch, I'm just having too much fun."
Our world needs dentists and doctors and engineers and teachers and artists and such who are filled with passion and exuberance for what they do. Why should they be penalized for having some extra experience? Why should they leave for good if they are still having fun? Age has little to do with it. It's about competence and enjoyment--and if those two pieces are in place, then age is irrelevant.
I have an unusual and privileged vantage point on this issue as I travel throughout the country inspiring people to make their own rules and decisions. I tell them to think twice before they lay their talents on the campfire and move from aging to "saging." After I'm done speaking, the very people I am talking about often walk up to introduce themselves and their amazing stories. These bright, articulate, purposeful individuals are grateful to still be productive and connected. They not only possess secrets for living long, but for living well.
I love to spend time at the local gym shooting baskets, and one day I fell into a conversation with another man about how much we enjoyed staying active in basketball. I said I hoped to be able to shoot baskets when I was 80. He was 70, and he said, "I'll tell you the key. It's very simple--don't ever quit. I've watched a lot of people use little pains as excuses, and so when they try to take it up later, it's too hard. They never should've allowed themselves to stop completely."
I looked more closely at him as I was leaving the gym that day. He looked limber, much younger than his age and fluid in his motion, and I knew he was right. There will be no extended time completely out of the game for me. No time to think up excuses. I enjoy it all too much.
If you want to inspire your clients, think about sharing this column with them. Also, think about who the retirementors are among your clientele and have them share their stories with other clients approaching retirement.
©2010 Mitch Anthony. All rights reserved. Mitch is the president of the Financial Life Planning Institute and Advisor Insights Inc. He is an industry leader in training advisors on building life-centered relationships.