Shah said that certain common themes emerge at the conference, and these generally do not change much from year to year. People want to learn how to plan for retirement, for example, he said.

One difference between the people he sees in his practice and the people he sees at such conferences is the people at
conferences have less ego, Shah said, so they are more candid about the realities of their situation. Some clients in his practice pretend they are asking questions for a friend, when they are really talking about themselves.

Stratton said the key to helping people is to know how to delicately probe to learn the holes in their financial plan. For
example, he conferred with a woman at the conference who had set aside a healthy amount for retirement, but she had nothing in place in case she needed long-term health care.

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