Expert Tips from Training
Since releasing MoneyGuidePro's Expectations & Concerns feature in 2016, the positive feedback and success stories from advisors have been abundant. Advisors say it's an engaging tool that helps them facilitate conversation, gain a better understanding of clients and document information used to make their recommendations.
The cost of health care is one of the most often selected concerns in Expectations & Concerns. You can address the impact of this cost in your client’s retirement plan in the 'What Are You Afraid Of?' section. It's a good idea to pass control of the mouse to your clients, allowing them to increase/decrease their health care or long term care costs to see the immediate impact upon their probability of success.
Helping clients address this common concern can motivate them to follow through on action plans, create confidence in their plan and deepen your relationship. By stress testing the plan with health care costs, you’ve tailored your advice to address the client’s unique concerns while also uncovering an opportunity to position your solutions.