How NOT to talk about retirement

Last week I was in Chicago at a financial advisor conference. A speaker on one of the panels shared her experience talking to clients about retirement. She said something really powerful that I, honestly, had not considered.

When talking to a client about his or her upcoming retirement, she asks two questions.

1 – What are you most looking forward to in your retirement?

Obvious question, right? We’ve all asked some form of that question. But this advisor followed up with another, more important question.

2 – What will you miss most?

We assume that people are excited about their upcoming retirement. Most are! But for many, it’s also a time of loss … loss of status, loss of purpose, loss of colleagues. While everyone around the soon to be retired person bombards them with congratulations, you have a chance to make a deeper connection.

Give your client or colleague who is retiring a gift. Provide a safe space for them to share any anxieties, fears or grief over their upcoming retirement. Ask what they will miss.

Quality connections often start with quality questions. Give this one a try.

Holly Buchanan

Holly Buchanan

Holly Buchanan is the author of Selling Financial Services to Women – What Men Need to Know and Even Women Will Be Surprised to Learn. She is the co-author of The ... Web: Details