Finding Your Clients' Financial Comfort Zone

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Retirement planning and wealth management have long focused on portfolio performance, returns, and math. We have all talked to clients who want a certain dollar amount in their portfolio by the time they retire, and market volatility is making those conversations tough. But financial planning isn’t all about numbers.

How can advisors turn their clients’ focus from dollars to dreams? How can making a clear connection between their real and financial lives create a meaningful client experience and add value to an advisor’s service?

Know your client

When you pivot the conversation to what a client wants their life to be like instead of explaining portfolio performance, you learn more about what matters. You hear about their goals, what they want to provide for their children or grandchildren, and how they envision their legacy. You will align with your client’s values and help them make financial decisions that will help them live their best life.