We walk advisors and clients through different retirement scenarios, so the client is confident their filing strategy is a good fit for their circumstances. Then the client almost always asks, "What's next?" And that's when the advisor can open a discussion about retirement income sourcing.
Sharry: It sounds like the most success happens for advisors who expertise:
1. To understand Social Security rules.
2. Show clients the steps they need to take.
3. And coordinate Social Security benefits with the client's retirement income sources.
Dorosky: Exactly.
Jack Sharry is co-chair of MMI's Digital Advice Community, sits on the Next Chapter Advisory Council, hosts the WealthTech on Deck podcast, is the author of the book Authentic and Ethical Persuasion and is executive vice president of LifeYield.