Step into Robert Laura’s office and you will find it adorned with photographs of golf clubs, a pig rolled over on its back and a selection of stylish women's pumps. He put them on display 12 years ago to help bridge conversations.
The golf clubs, for example, are a good way to get clients into thinking about retirement, he said.
“[Golf] keeps you active, makes you social," Laura said. "I am giving clients permission to go out and buy golf clubs. It helps with hand and back coordination. ... It’s a simple facilitation of a new conversation and it changes the environment.’’
Laura, of Synergos Financial Group in Brighton, Mich., used the pictures to illustrate a point about "The Other Side of Retirement," the topic he spoke on at Financial Advisor's 10th annual Inside Retirement conference in Atlanta last week.
As for the pig, “everyone wants to talk about 401(k) and 403(b) rollovers, but let’s be honest, clients want to talk about their pets—more than their kids and grandkids,’’ Laura said.
The shoes, he said, reflect diversification and personal style. “We have shoes for different things,’ he said.
Plus, the photos bring a more personal touch to his practice, he said.
“This is the problem with retirement: People don’t have a personal stamp on retirement and that is what we are going to have to change,’’ he said, noting that pictures are a welcoming sight for clients because “most advisors’ offices are stuffy. They have awards from the Chamber of Commerce and other things.’’
Laura pointed out that some people perceive the other side of retirement as “fluffy,’’ but that’s not the case at all, he said. “I think there is a simple foundational thing you have to do. A simple point of reference,’’ he said, explaining that his marketing materials say, “I want to make sure you don’t run out of money, family, friends, good health and time.’’
“It just opens up a conversation. It just says, ‘I am interested in more than just your money and allows them to see a different perspective,’” he said.
Laura said that lately a lot of people have been saying to him, “I love my advisors, they are great, but they just talk about money.’’