Again, for some advisors this may not be a typical conversation, but once a client comes in and says they are taking the leap into retirement, you can congratulate the client on their decision and simply ask, “Have you guys talked about how much time you will spend together and apart yet?”
They may look at you like a deer in headlights, which will give you the opportunity to simply say that their social network is one of the most important components of a successful transition and that from experience you know that couples stay together and grow stronger when there is a plan, and an understanding that they need time together, apart and to have their own social network they can tap into.
You don’t have to solve anything or jump into any martial therapy. Awareness in the first key step for people and then advisors can find, develop or license a variety of tools and resources to help couples take next steps.
Overall, financial professionals have a powerful opportunity to make a major impact in the way clients think about and prepare for retirement. By developing content that helps them plan for the more personal aspects of retirement, advisors can not only differentiate themselves in the crowded marketplace but also help clients thrive in this next phase of life. It just takes a little rebalancing.
Robert Laura is the president of Wealth & Wellness Group, the founder of RetirementProject.org and a pioneer in Certified Retirement Coach training. He can be reached at [email protected].