Holiday Buffet

Wow! I don't know about you, but "I am stuffed." I had all of the best intentions regarding that holiday buffet. You know, not too many snacks, don't eat three rolls, make a choice between mashed potatoes, sweet potatoes or stuffing! It doesn't feel right to not sample a little of everything though, right? Well, that is what I did and I thoroughly enjoyed it. So, what does this have to do with our profession?  Okay, here we go…

Have you ever heard the expression, "My eyes were too big for my stomach?” Sure you have, and so have many retirees. They wanted a little bit of everything at retirement and did not separate the essential vs. discretionary needs. You have seen them, they just could not get hold of the fact that no new employment income will be coming in. They would have to rely on pensions (if they had one), social security and any other assets that we could turn into income. Plus, many retirees have a rough time saying no to themselves. Bottom line, there will be a financial change for most people in retirement. Let's face the facts... most people don't have a large enough stash to turn into the type of income necessary to stay in the world they have become accustomed to. What should we do?

We need to have frank discussions with our clients and new potential prospects. No need to sugar coat the situation. They know where they are and where they need help. But they have no idea as to where they will find the help. They will not discuss with family or friends, as they don't want to upset anyone. Bottom line, just like the holidays... it’s perfectly fine to splurge once in a while. But too many splurges will bring about some feelings that make you sick to your stomach.

Talk frank, ask questions, isolate the problem, present the solution and convince the prospect to take the medicine now.

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Until next time… good selling!
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Raymond J. Ohlson
Founder & Retired CEO
Ohlson Group
​1-877-844-0900