Right off the bat, let me be clear. I’m not saying a “safe money place” is inherently better than an “at risk money place,” or vice versa. Both have their time and place. But here’s the key difference: you can lose money in an “at risk” place due to factors beyond your control—natural disasters, wars, inflation, or unsettling global events. These are unfortunately natural in society today and take over the news. Do you think our clients might be concerned? I sure do.

We have both a great opportunity and a tremendous responsibility when working with our clients. They have a lot to say and much on their minds. Are you inviting those conversations? Are you truly listening? If you are, you’re likely picking up strong buying signals and seeing success. Clients are telling you they’re concerned about long-term care needs and are looking for solutions—hence the surge of annuities and life policies with LTC riders in the market. They’re also telling you that massive gains in their accumulation accounts aren’t their top priority. It’s the income! Just look at the influx of new income planning software and seminar programs.

In closing, the next decade will be challenging for financial advisors who aren’t listening and continue to approach clients in the “same old way.” Conversely, it will be a period of great success for those who take their responsibilities seriously and operate ethically and credibly. But beware, there’s also potential liability.

Are you offering long-term care insurance to your clients? If they decline, are you having them sign a ‘hold harmless’ agreement? You should. Are you auditing their life policies and repricing their term insurance? And are you discussing life settlements with senior clients who feel they no longer need their life policies? It’s a lot to think about, isn’t it? So, connect with a marketing organization that can guide you to profitable opportunities and act as your shepherd. You can’t control everything, but there’s no reason to “choose to lose.” Schedule a chat with our marketers to learn more.