Chapter 3

Initial Concerns in Retirement Planning

Introduction

When facing something new, sometimes the most difficult aspect to figure out is where to start. Have you ever encountered a business situation where you felt that the person on the other side of the table was merely trying to sell you something that would benefit him or her more than it would you? This is a huge hurdle that financial professionals need to overcome because those who apply this “me first” thinking have tarnished the industry’s reputation. The first place to start is the client relationship. Build a relationship with clients or prospective clients. Get to know them, and get to know what challenges they need to solve. Then offer suggestions to meet their need. Suggestions ...

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