1. Retirement Discovery

2. An aging population

3. The importance of the retirement market  Account consolidation  Change in client psychology  Shift away from accumulation  Need for relevant advice

4. Why take a different approach to Retirement Planning?

5. Retirement Planning (from An Advisor’s Point Of View) Investment Management Tax Planning Estate Planning Income/Cash Management Charitable Giving

6. Retirement Planning (from a client’s view) “Will I have enough?” “How will I spend my time?” “How long will my health hold up?” “Will I have to make a move?” “Am I still useful?” “What will happen when I am gone?” “What might affect our lifestyle?”

7. What must you understand? Client Discovery

8. The Role of Money Money equals security Money dictates lifestyle Money creates independence Money helps family Money creates a legacy

9. Three Keys to Discovery 1.Understanding how clients think and act 2.Uncovering issues they haven’t dealt with 3.Clarifying present concerns they have

10. The Discovery System Self-Examination Setting the Stage Emotional Discovery Financial Discovery

11. Setting the Stage

12. Explaining what you do  Structured approach  Understanding life issues  Tying discovery to financial planning  Setting the stage

13. Self-Discovery

14. Survival Safety Sense of Belonging Self-Esteem Self-Actualization Maslow explained it….

15. Clarify the vision Healthy AgingWorkplace options Financial Comfort Nurturing Relationships Accommodation Needs Balanced Leisure Your Retirement

16. The Discovery Meeting  Set the stage  Discuss self-discovery issues  Clarify with emotional discover  Bridge to financial discovery  Agree on next steps

17. Emotional Discovery

18. Developing High Value Questions Vision Health Work Leisure Family and relationships Accommodation Financial comfort

19. Bridging to Financial Discovery Summarize discussion Get Client to prioritize life issues

20. My Lifestyle Anticipating the Future Having Financial Comfort Leaving a Legacy Helping My Family Helping Children Helping Parents Unexpected Demands Keeping them involved My home Leisure and Travel Protecting My lifestyle Work options My will and Instructions Health Changes Life on my own New opportunities Managing Nest Egg Lifestyle income Minimizing Taxes Budgeting Updating Plan Charitable Giving Living Legacy Passing on My business

21. Advisor approach to the account of Mary Smith Protect Mary’s Estate Plan for the Future Manage Mary’s Assets Help Mary’s Family Create Legacy Review current investments Review Tax Issues Identify Legal Issues Assess Income Needs Potential Health Issues Maximize Estate FlexibilityLayer incomeConsolidation Monitoring changes Communications Plan Consider Family wishes Identify Family Needs Living Legacy Opportunities Grandchildren Charitable Giving Strategy

22. What does this mean to you?

23. What changes will you make? I am going to start doing…. I am going to stop doing…. I am going to continue doing…