When presenting a plan to a new retirement planning client, sometimes it resonates, and sometimes I get a blank look in response. I can tell right away if a retirement plan isn’t clicking with a client. But why do strategies that resonate with some clients fall flat with others?
It’s not because those latter plans don’t work, but rather, they don’t match the client’s retirement personality. If a client’s way of thinking about money doesn’t mesh with the plan, it’s unlikely to resonate with them. Research by Drs. Alejandro Murgu(opens in new tab)ia and Wade Pfau has shown there are four main ways people nearing or in retirement think about money.