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When Christine Fahlund of T. Rowe Price asked a packed crowd of NAPFA advisors on Wednesday afternoon if they had clients who weren’t prepared financially for retirement, nearly every hand went up in the audience. Almost the same number also agreed that their clients were not psychologically prepared for retirement, either. Speaking at a breakout session at the NAPFA annual conference in Chicago, Fahlund then laid out a way to improve retirement preparation for clients while also giving them hope and helping advisors to differentiate themselves from their competitors.

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