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Have you read about “The Great Resignation?”  Lots of people are thinking about leaving the workforce or not returning to their previous jobs.  Since they aren’t clients or work at a firm with your benefit plan, they might not be an immediate concern.  But you have some clients who saved diligently for retirement, others who might be offered early retirement and a few who say: “I’ve turned in my papers.  I’m retiring in two months.”  There’s an opportunity with these individual clients.

Step #1:  Build a list of these clients.  This is an ongoing project throughout the year.  You will have some names in hand because they’ve had their retirement date scheduled.  You will add other names because you ask the right questions during their annual reviews.

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