man at crossroads with signs pointing Fact or Myth (Photo: Shutterstock)

Many Americans are unprepared for retirement.  Hopefully you don’t have too many in your practice.  The problem is similar to the guy who jumped off the Empire State Building and as he passed the 15th floor said, “So far, so good.”  They don’t see retirement planning as an immediate need.

This is a time when advisors need to be tactful.  You need to raise the issue without making them feel inadequate.  There are people who won’t go to the gym because they feel they must get into shape first before they exercise in public.  Some clients don’t want to think about retirement planning until they get their other personal finances into shape.  If they ever do, by then it will be too late.

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