Ask This Question to Clients Over Age 50
In your first meeting with prospective clients who are over 50 years old, there's one question that I strongly encourage you to ask. The answers that come from this question will benefit both you and your clients and they're going to leave the meeting better off than when they came in.
When people get to 50, they naturally start to think about retirement––how long they want to work and if they're on track or not. At our practice, we have seen that clients who retire just to retire without having a plan for how they want to use their time, can end up less happy in retirement than they were while working. When we plan for retirement, we've seen that clients who spend time finding the why behind their goals––to retire, to have a greater motivation, or something else––actually achieve their goals faster and are happier in their retirement years.
So, here's the question: “What can you do in retirement that you can't do now?”
It's such a simple question, but they might not have ever thought about it before and great conversations can follow.
And if their answer is, “well, I just don't wanna work anymore,” then you know that one of the greatest benefits you can provide is guiding this client to discovering how to have a fulfilled and purposeful retirement.