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Retirement-focused advisors have faced a steady evolution in their day-to-day work over the last several years that has challenged their approach to doing business and working with clients. But no change has been as drastic as what we are seeing in the current environment. We've seen a swift transition nearly overnight to a virtual practice, working from home and generally navigating the many uncertainties surrounding a global pandemic.

I have spent the last 10 years observing and working closely with a number of excellent retirement plan advisors, and the best practices I've gathered during this time are more relevant now than ever before.

1. Be a specialist — or find someone who is — and share that knowledge in value-added ways for your clients. Advisors working with retirement plans should be aware of basic qualified plan concepts and be able to speak comfortably on fiduciary roles and common administrative topics. However, if – and when – things get more complicated, ensure there is someone on your team you can tap for expert advice or build a relationship with a provider that can help you navigate more complex areas.