2014 Retirement Income Workshop Toolkit - images.horsesmouth…images.horsesmouth.com/gfx/pdf/RIWToolkit2014.pdf · [email protected]. Strategy Brief: Host a Retirement Income

Advisor/ClientSolution

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Strategy Brief:

Host a Retirement Income Workshop Opportunity Retirement income is a top concern of pre‐retirees (high earners aged 50‐65+).

Fears about the economy in general and their portfolios specifically have caused pre‐retirees to rethink their retirement date and pay closer attention to revenue streams and costs in retirement. This pain point offers advisors an opportunity to showcase their expertise in retirement planning, and to offer new and expanded services to current clients and prospects in the pre‐retiree niche.

Audience 20‐25 clients & guests, prospects, referral targets, COIs

Objectives To expand retirement planning business by hosting one or more workshops for small groups of affluent pre‐retirees • Showcase expertise in retirement income planning • Get in front of groups of pre‐retirees • Make it easy for clients to bring in referrals • Educate clients, prospects, and COIs • Promote retirement planning services

• Set appointments

Resources Client materials:• Workshop Sign‐In Sheet • Workshop Handouts

o Agenda (Finra reviewed) o "Paycheck" Worksheets (Finra reviewed) o Evaluation & Request for Information Form (Finra reviewed)

• Presentation o "Life After Work" Power Point presentation (Finra reviewed)

• Client reprints (Finra reviewed): o 5 Questions to Ask Yourself 5 Years Before You Retire o Get Ready for 7 Serious Life Transitions Ahead o Planning for a 30‐Year Retirement o The Art of Managing Retirement Assumptions o The Importance of Asset Location in Retirement Income Planning o Cracking the Nest Egg o Retirement Income: Which Accounts to Tap First

• Client Meeting Confirmation • Client Meeting Document Checklist Advisor marketing materials: • Retirement Income Strategy Brief • Retirement Income Workshop Checklist & Schedule • Email Invitations & Reminders (Finra reviewed) • Post Cards (Finra reviewed) • Retirement Income Invitation List Worksheet • "Life After Work" Script (Finra reviewed) • Phone scripts

o Invitation call for client, prospect, COI o Reminder call (assistant)



o Follow‐up call• Thank You Note & Follow‐Up Emails • Advisor Meeting Checklist

Time Frame Anytime

Compliance 8 weeks prior

Action Plan Phase 1: Promote1. Prepare invitation list 2. Mail postcards 3. Email invitations 4. Phone invitations Phase 2: Host 1. Make event arrangements 2. Prepare workshop materials 3. Host workshop Phase 3: Follow‐Up 1. Thank you notes 2. Phone calls 3. Email drip series

Phase 4: Meeting

1. Appointment confirmation 2. Client Document Checklist 3. Advisor Checklist & Resources



Retirement Income Workshop

Schedule & Checklist

EIGHT WEEKS PRIOR

Pick date and time Choose an assistant to help Submit materials to compliance

SIX WEEKS PRIOR

Create a list of clients and prospects to invite Book location and arrange for any equipment needed

FIVE WEEKS PRIOR

Review presentation Assemble handout materials (Assistant)

Workshop Sign‐In Sheet Workshop Agenda Workshop "Paycheck" Worksheets Evaluation Form & Request for Information Advisor Marketing kit Other __________________

Prepare follow‐up material (Assistant) Client Reprints Client Meeting Confirmation Client Meeting Document Checklist Advisor Meeting Checklist

FOUR WEEKS PRIOR

Mail postcards Update web site, LinkedIn & other social media Make food/beverage arrangements (Assistant) Send out confirmations

THREE WEEKS PRIOR

Send email invitations Send out confirmations Other ___________

TWO WEEKS PRIOR

Make phone calls Send out confirmations Practice presentation Email first reminder with directions 7‐10 days prior (Assistant) Confirm space (Assistant) Pick up any supplies (Assistant) Other _____________________



ONE WEEK PRIOR

Phone call reminder 2‐3 days before event (Assistant) Send out email reminders with directions as needed (Assistant) Practice presentation Check food and beverage order (Assistant) Pre‐address thank‐you notes (Assistant)

DAY BEFORE

Final call reminders (Assistant) Send email reminder (Assistant) Practice presentation Finalize food and beverage (Assistant)

DAY OF EVENT

Final email reminder (Assistant) Event setup Take notes (Assistant) Ready handouts Give presentation

DAY AFTER

Review evaluation forms Mail thank‐you notes

ONE WEEK AFTER

Call attendees 1‐3 days after event to set appointments Email "The Art of Managing Retirement Assumptions"

TWO WEEKS AFTER

Email "The Importance of Asset Location in Retirement Income Planning" Call attendees to set appointment

THREE WEEKS AFTER

Email "Planning for a 30‐Year Retirement" Call attendees to set appointment



4 Strategies Postcard

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Finra Review Letter



Sustainable Income Postcard

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Finra Review Letter



Email Invitation & Reminders

Email: Invitation To: Pre‐retiree clients & prospects From: You Date: 3 weeks from workshop Subject: How to design your retirement paycheck Dear [Name]: You are cordially invited to attend a very special workshop: "Life After Work: How to Create a Sustainable Income Stream in Retirement." At this one‐hour seminar you will learn

Why you need a retirement income plan 4 questions to ask before you retire How to determine how much income you will need in retirement The 4 primary sources of retirement income 4 popular withdrawal strategies and the pros and cons of each The 12 things a “best‐case strategist” does to ensure a sustainable stream of income in

retirement

Whether you plan to stop work all at once, or ease into retirement by working part time, at some point you will need to arrange for multiple sources of income to replace your paycheck. What do you need to think about as you transition from work life to retired life? Where will your income come from? How can you make it last? Join us for an enlightening seminar that will get you thinking about your next phase of life and what you need to do to prepare for it. Presented by [Name], [Firm name and address] [Date], [Time], [Location] Please RSVP: [phone, email] Best, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email: Workshop Confirmation To: Workshop Participants From: You Date: Immediately after acceptance Subject: Life After Work confirmation Dear [Name], I'm so happy you can join us for our "Life After Work" workshop. For your calendar, our one‐hour discussion will take place on [Date and Time] at [Location]. My assistant, [name], or I will be in touch in about two weeks to remind you of the workshop and give you directions if you need them. If you have any questions, please don't hesitate to call either one of us. Again, I'm glad you could join us. I look forward to talking with you. Sincerely, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email: Reminder with Driving Directions To: Workshop Participants From: You or your assistant Date: One Week Out Subject: Reminder: "Life After Work" Retirement workshop Attachment: Driving Directions Dear [Name], Hello, this is just a reminder of our "Life After Work" workshop coming up on [Date and Time] at [Location]. For your convenience, I will be sending you one final reminder on the day before the event. I’ve also attached driving directions here, but feel free to call if you have any questions about the location. We look forward to seeing you there! Sincerely, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email: Day Before Reminder To: Workshop Participants From: You or your assistant Date: Day before Subject: Reminder: Tomorrow is our Life After Work workshop! Dear [Name], Don’t forget to join us tomorrow for our "Life After Work" discussion. Once again, the session is scheduled for: [Date and Time] [Location] I look forward to seeing you there! Sincerely, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email Invitation & Reminders Finra Review Letter



Thank You Note & Follow-Up Emails

Thank You Note: Email or Handwritten Mail Dear [Name], Thank you for participating in our “Life After Work” workshop. Your [insert personal comment on the attendee, a question he might have asked, a conversation you had, etc.] was [insightful…greatly appreciated… greatly contributed] to the discussion and is probably something we should explore in‐depth. Based on the conversation we had in the workshop, I will be sending you a few articles on building a retirement income plan that I think you will find helpful. And I will be in touch to see if I can answer any further questions. Again, thank you for coming to the workshop, and if I can be of any service, please don't hesitate to give me a call. Sincerely, [Advisor Name]



Email: Follow-Up with Reprint #1 To: Workshop Participants From: You Date: One week after Subject: The Art of Managing Retirement Assumptions Attachment: "The Art of Managing Retirement Assumptions" Dear [Name], I really enjoyed meeting with you at our workshop last week. I hope you found it helpful in making decisions about your retirement. As I mentioned in the workshop, I have a couple of articles that could help you manage the different aspects of planning your retirement income. Today's article deals with setting and managing retirement assumptions. There are seven very common mistakes people make in preparing for retirement. Fortunately, you can easily sidestep these mistakes with a little advance planning. If you have any questions about any aspect of retirement planning, please feel free to give me a call. And if you would like a second opinion on your current retirement plan, I'd be happy to take a look at no obligation to you. Sincerely, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email: Follow-Up with Reprint #2 To: Workshop Participants From: You Date: Two weeks after Subject: Managing your future tax bills Attachment: "The Importance of Asset Location in Retirement Income Planning" Dear [Name], I hope you enjoyed last week’s article on "The Art of Managing Retirement Assumptions." The interplay of assumptions can have a long‐lived affect on creating a comfortable retirement. Another aspect to retirement planning is managing your future tax bills. Certain types of income are taxed differently depending if they are in an IRA or a taxable account. As you move into retirement, you may want to reposition certain assets to take advantage of current tax rules. If this article raises any questions about your investments and where they are located, please feel free to give me a call. And if you would like a second opinion on your portfolio, I'd be happy to take a look at no obligation to you. Wishing you the best, [Advisor Name] [Advisor Contact Information] [Disclosures]



Email: Follow-Up with Reprint #3 To: Workshop Participants From: You Date: Three weeks after Subject: A strategy for improving your retirement benefits Attachment: "Planning for a 30‐Year Retirement" Dear [Name], I hope you enjoyed last week’s article on "The Importance of Asset Location in Retirement Income Planning." It can be a confusing subject, but one that should be reviewed as think about your retirement. The last article in this series on retirement income planning discusses the challenges of planning for a 30‐year retirement, and the need for a comprehensive retirement income plan. I hope these articles have been helpful in clarifying some of the issues in creating retirement income. As always, if you would like a second opinion on your retirement plan or current investment portfolio, please feel free to contact me. There is absolutely no obligation to you. Sincerely, [Advisor Name] [Advisor Contact Information] [Disclosures]



Phone Script Invitations & Reminders Phone Script: Client Invitation Hello [Name], This is [your name]. I’d like to invite you to a workshop I’m holding. Can I tell you about it? [If yes] The topic is creating income streams in retirement. I’ll cover how to tap into the various retirement accounts. Strategies for creating income. Taxes. And how to maintain your lifestyle in retirement. The workshop is on [date and time] at [location). It's not a big workshop. I like to keep these things small so we can really talk about the issues. I know your retirement is not too far off, at least in terms of planning. And I thought you might like to attend. Would you like to come? [If yes] Terrific. I’ll send you an email with the date, time, and location for your calendar. Will you be bringing (spouse or partner)? I have room for a guest or two if you'd like to invite someone who is nearing retirement. Would you? Great. May I have their names? See you on the (date). I’m so glad you can come! And if something comes up and you won’t be able to attend, just let me know. Space is limited and I sometimes have a waiting list. [If no] I’m sorry to hear that you won’t be able to attend. However, this is a workshop I will be holding several times over the next few months. What would be a better date for you? Perhaps I can arrange that. [If maybe] May I call you back next week?

Courtesy of Shawn Greene, Savage & Greene



Phone Script: Prospect Invitation Hello [Name], This is [your name]. I’d like to invite you to a workshop I’m holding. Can I tell you about it? I'm hosting a small workshop on creating income streams in retirement. We will be discussing how to tap into the different kinds of retirement accounts… strategies for creating income… taxes… how to maintain a comfortable lifestyle in retirement… It's not a big workshop–I like to keep these things small so we can really talk about the issues. I'm restricting it to about 20-25 clients. If you would like to attend, I would be happy to have you as my guest. The workshop is on [date and time] at [location). Can I reserve a seat or two for you? [If yes] Terrific, I’ll send you an email with the date, time, and location for your calendar. Will you be bringing a spouse or a partner? [If no] I’m sorry to hear that you won’t be able to attend. However, this is a workshop I will be holding several times over the next few months. What would be a better date for you? Perhaps I can arrange that. [If maybe] May I call you back next week?




Phone Script: COI Invitation Hello [Name], This is [your name]. I’d like to invite you to a workshop I’m holding. Can I tell you about it? I'm hosting a small workshop for clients on income planning in retirement. We will be discussing how to tap into retirement accounts… withdrawal strategies… tax considerations… income needs. It's not a big workshop–I like to keep these things small to facilitate conversation among the attendees, so I'm limiting it to only about 20-25 clients, but you are very welcome to join us. We will be covering a number of retirement issues that are particularly relevant to pre-retirees right now.

The workshop is on [date and time] at [location). Can I reserve a seat for you? Would you like to bring a guest? [If yes] Terrific, I’ll send you an email with the date, time, and location for your calendar. [If no] I’m sorry to hear that you won’t be able to attend. However, this is a workshop I will be holding several times over the next few months. What would be a better date for you? Perhaps I can arrange that. [If maybe] May I call you back next week?




Phone Script: Alternative Invitations (Prospects) Hello [Name], This is [your name]. I'm calling because 2 weeks from (day), I'm hosting a small workshop for some of my clients on how to create income streams in retirement. We will be reviewing how to tap into the different kinds of retirement accounts… strategies for creating income … how to maintain a comfortable lifestyle in retirement… While this is intended for clients, there is a spot that has become available. If you'd like to sit in, I'd be pleased to have you along as my guest. Phone Script: Referral Invitation for Clients Who are Attending Hello [Name], This is [your name]. I'm so glad you can make it next (day). As you know this workshop has a limited number of seats, but I have had a last minute cancellation. I have one extra spot and was wondering whether one of your friends or business colleagues might be interested in coming along with you?

Courtesy of Dan Richards, Strategic Imperatives



Phone Script: Reminder #1 Hello [name], Hi, I wanted to remind you that your Retirement Income workshop is coming up in 2 days. Do you have the directions and the time? How about your guests? Can you tell me a little bit about them so I make a good first impression? Terrific. And if you have any questions that you would like me to cover during the workshop, feel free to send them to me by email or, of course, ask during the workshop. But if I know you have a particular question, I can make sure we cover it during the discussion. Phone Script: Reminder #2 Hello [name], Hi, we are checking in with you one last time to remind you of tomorrow's workshop at (time) and (location). Do you know how to get there? I can you send directions if you need them. OK. Great. We are looking forward to seeing you (and guest) there.



Follow-Up Phone Scripts Phone Script: Client/Prospect Call After Event Hello [Name], This is [your name]. I enjoyed seeing you at the workshop the other day. What did you think? (Listen & comment.) Of all the different issues discussed, what would you say is the more critical one for you? (Listen & comment.) That's an excellent observation. You know there are some options we could explore that could help you with that. Why don't we get together in my office and talk about what's available to you? When would be a good time to meet?

Phone Script: COI Call After Event Hello [Name], This is [your name]. I enjoyed seeing you at the workshop the other day. What did you think? (Listen & comment.) Of all the different issues discussed, what would you say is the more critical one for you and your clients? (Listen & comment.) That's an excellent observation. You know I have some material on that particular issue that I would be happy to send to you. Or even better, would you like to get together for lunch and discuss some of the finer points of (that particular issue)? There are some nuances involved that we couldn't get to in the workshop. Great! What would be a good time for you?



Retirement Income List Worksheet To retrieve:

1. Go to AC page 2. Download RetirementIncomeInvitationList.xls



Workshop Sign-In Sheet

[Advisor Name] "Life After Work" Retirement Income Workshop

[Date of Presentation]

Welcome and Thank You for Joining Us!

Please print your name, email, and phone number. Please sign in all guests.

Name Email Address Phone Number

[Advisor Name], [Advisor Contact Information], [Advisor Disclosures]



Workshop Agenda

Life After Work: How to Create a Sustainable Income Stream in Retirement

Workshop Agenda

A. Pre‐Workshop

Meet [Insert Advisor's first name]

Sign‐in you your guests

B. Opening Remarks

C. Workshop Presentation 4 Questions for Determining Lifestyle in Retirement

Income Needs in Retirement

Retirement Income Sources

4 Approaches to Structuring Income

Income Tax Considerations

Best Case Strategies

How We Can Help

Action Plan

D. Open Discussion/Q&A

E. Closing Remarks Complete Evaluation Form (yellow)

Request additional information [Advisor Name] [Advisor Contact Information] [Advisor Disclosures]



Workshop Agenda Finra Review Letter



Workshop "Paycheck" Worksheets (Word file)

Life After Work

How to Create a Sustainable Income

Stream in Retirement

Presented by

[Name]

[Firm name]

[Disclosures]



1. A retirement income plan helps you determine:

o How much __________________ you will need

o __________________ that income will come from

o When you will start __________________

o Whether or not you should __________________

o How to manage __________________ for a sustainable lifestyle

2. What are some reasons for retirement confidence?

o __________________ stream of income

o Sufficient __________________

o Can liquidate __________________

o Can __________________ if need to

3. Imagining your life

o __________________ will you live?

o What will you __________________?

o __________________ will you live?

o What __________________ does life hold?

4. Where will you live? Considerations:

o Proximity to __________________ and __________________

o __________________ or __________________ opportunities

o __________________ plans

o General preferences such as __________________,

__________________, and __________________.



5. What will you do?

o Income-generating activities:

_______________________________________

o Expense-generating activities:

_______________________________________

6. How long will you live?

o Refer to table

o Go to www.livingto100.com

o Life expectancy to ensure your money lasts: ______ or ______

7. What surprises does life hold?

o ___________________________________________

o ___________________________________________

o ___________________________________________

o ___________________________________________

8. How much income will you need?

o Housing $ __________________

o Food $ __________________

o Transportation $ __________________

o Clothing and personal items $ __________________

o Discretionary $ __________________

o Insurance $ __________________

o Taxes $ __________________



9. Retirement income sources

Social Security Inflation-adjusted __________________

Guaranteed for ____________________

Pensions __________________income

Guaranteed for __________________

Earnings from work Fixed or __________________income

Not __________________; will cease with ill health or

old age

Asset income Fixed or variable __________________

Must __________________for sustainability

10. Retirement income sources – average

o Social Security _____%

o Earnings _____%

o Pensions _____%

o Asset income _____%

11. Social Security

o How much? Go to SSA Retirement __________________ at

www.ssa.gov/estimator

o When should you start? The longer you __________________, the

__________________ your benefit will be.

o Two ways to analyze:

o __________ age: Start later if expect to live longer than age _____.

o __________ protection: Start later to ensure __________________

income in old age.



11. Pension

o Will you __________________ one?

o __________________ do you become eligible for it?

o __________________ will it be?

o What are your options?

a) Annuity: __________________ life; joint and _________________

b) __________________ sum

12. Work

o Will you __________________ during retirement?

o What will you __________________?

o __________________/time; __________________/

o How much __________________ can you expect?

o How __________________ can you expect to work?

13. Asset income from personal savings

o Create an income stream from:

a) __________________ accounts

b) __________________ accounts

c) __________________ equity

o Integrate with other sources of income

a) Social __________________

b) Pension

c) Income from __________________

14. Asset income: possible approaches

o “Live off the __________________“

o “Mandatory vs. __________________”

o “__________________ rule”

o “__________________ strategy”



15. “Live off the interest”

o Assets are invested in __________________-oriented securities and

investment products

a) Bonds

b) Dividend-paying __________________

c) Master limited __________________

o Income is spent as it is __________________

o Principal remains __________________

16. “Mandatory vs. discretionary”

o Mandatory expenses are funded by __________________ income such

as Social Security

o Discretionary expenses are funded by investments offering

__________________ potential and __________________ protection.

17. “4% rule”

o Assets are invested for __________________ return.

o Withdrawals may come from interest, __________________, capital

gains, or __________________.

o Withdrawal amount not dependent on __________________ earnings.

o First-year withdrawal = ___% of account value

o Subsequent withdrawals increase each year by __________________

rate.

18. “Bucket strategy”

o Assets are placed in buckets corresponding to:

a) __________________ horizon: 0-5 years, 5-10 years, >10 years

b) Expenses: __________________fund, rainy-day fund,

__________________ care, long-term care



19. Pros and cons

Pros Cons

“Live off the interest”

Simplicity __________________ income No __________________ protection

“Mandatory vs. discretionary”

Peace of mind that basic expenses will be met

Complexity of vehicles offering __________________, inflation-adjusted income Discretionary fund subject to __________________

“4% rule” Predictable Inflation protection

Success depends on investment __________________-- Could either run out of money or die with too much (i.e., deprive yourself of more comfortable lifestyle)

“Bucket strategy”

Flexibility Inflation protection Potentially more income

Complexity Harder to set up Requires close __________________ Success depends on investment __________________

20. Best-case strategist

o Has a sense of __________________-reliance

o Thinks about the future — all the way to the __________________

o Anticipates or expects the __________________

o Designates a budget column, today, for a __________________self

o Sets and lives by __________________financial rules

o Stops, sits down, and focuses on the __________________...and talks

about it

o Engages in the “__________________?”

o Puts pencil to paper (or cursor to screen); does the ________________—

all of it

o Gathers __________________

o Seeks __________________



o Gets the __________________in order — literally

o Starts as __________________as possible

21. How we can help

o Life planning: Questions to help you _________________ your life in

retirement

o Budgeting

Determining your __________________ needs

Identifying __________________ of retirement income

o Account management

__________________ rollovers

__________________ conversions

Establishing suitable __________________ plan

Help with __________________ minimum distributions

o Portfolio management

Investments

Financial products



Workshop "Paycheck" Worksheets (Fill in PDF form) Note: Same as Word file above, but this version comes in a fill‐in‐the‐blank PDF format



Workshop "Paycheck" Worksheets Finra Review Letter



Life After Work PowerPoint & Script To Retrieve:

1. Go to AC page 2. Download PowerPoint Slides 3. Download Word Script



Life After Work PowerPoint & Script Finra Review Letter



Workshop Evaluation & Request for Information

Evaluation & Request for Information Contact information Name __________________________________________________________ Address ________________________________________________________ _______________________________________________________________ Telephone ______________________________________________________ Email __________________________________________________________ Seminar evaluation How would you rate the seminar (1 = low; 5 = high)?

1 2 3 4 5 Comments ________________________________________________________________________________________________________________________________ Next steps 1. I would like to schedule an appointment to discuss retirement income planning:

Within the next 6 months 6-12 months from now More than 12 months from now

I plan to retire in ________________________________. I am already retired.

2. I would like more information on:

Life planning Budgeting Account management

IRA rollovers Roth conversions Withdrawal plans Assistance with required minimum distributions

Portfolio management 3. I have a question about: ________________________________________________________________________________________________________________________________ [Advisor Name], [Advisor Contact Information], [Advisor Disclosures]



Workshop Evaluation & Request for Information Finra Review Letter



Client Reprints Finra Review Letters

Go to the Advisor/Client Client Reprint section to personalize and download the complete article and Finra review letter.

5 Questions to Ask 5 Year Before You Retire Get Ready for 7 Serious Life Transitions Planning for 30-Year Retirement Art of Managing Retirement Assumptions Importance of Asset Location Retirement Income: Which Accounts to Tap First (client version) Cracking the Nest Egg (client version)







Client Meeting Confirmation

Retirement Income Planning Meeting With

[Name of advisor] [Contact information]

This confirms your appointment on: ______________________________________________________ Directions and parking information: [fill in] To prepare for your appointment: 1. Begin considering the 4 key questions:

Where will you live?

What will you do?

How long will you live?

What surprises does life hold? 2. Gather documents – see Document Checklist and bring as many as possible to our meeting 3. Make a list of questions and concerns you would like to have addressed during your first planning meeting.



Client Meeting Document Checklist

Retirement Income Planning Document Checklist

In order to tailor a retirement income plan to meet your life goals we will need to see the following documents. Please bring the following documents to our next scheduled meeting.

√

1

Account statements Please bring recent statements for all of your: Checking and savings accounts Brokerage accounts Mutual funds Annuities Employee stock purchase plans Stock options Real estate Business interests and other investments

2

Retirement plan statements Please bring account statements for the following: All IRAs All 401(k)s Other retirement plans (profit‐sharing, etc.)

3

Credit card statements and other loan information To help with budgeting Credit cards Mortgages Auto loans Student loans Business loans Personal loans

4

Tax returns Most recent income tax return Statements or other documentation showing the cost basis and

current value of assets owned outside retirement accounts



5

Insurance policies Life insurance policies and statements Disability insurance Health insurance Long‐term care

6

Social Security statements Latest benefit estimate from the Social Security Administration Or, if statement not available, benefit estimate from SSA

Retirement Estimator at www.ssa.gov/estimator

7

Estate Planning Beneficiary designations for IRAs, life insurance, annuities,

employer‐sponsored retirement plans A copy of your latest will and letter of instructions Trust documents Power of attorney for health care Power of attorney for financial matters

Questions

Please jot down your most pressing questions and concerns.

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

Other advisors

Please furnish the name and contact information for other advisors, including investment, tax and estate planning.

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________

_________________________________________________________________



Client Meeting Confirmation & Document Checklist Finra Review Letter



Advisor Meeting Checklist

Advisor Meeting Checklist: Retirement Income Planning

√

1

Life Planning – Have clients made decisions about:

Where they will live

What they will do

How long they might live

What surprises life might hold

2

Budgeting

Have clients estimated their expenses in retirement? o Mandatory expenses: housing, food, transportation,

personal items o Discretionary expenses: hobbies, travel, etc. o Insurance premiums: health (Medicare), home, auto,

life, long‐term care o Taxes: federal and state income tax on wages,

investment income, retirement plan distributions, Social Security

Have they identified sources of income and the approximate amount of each?

o Social Security o Pensions o Income from work o Asset income

3

Account Management

Do you know about all of the client’s o Retirement accounts o Investment and savings accounts o Other assets such as real estate

Do clients need help with:

IRA rollovers

Roth conversions

Withdrawal plans

Assistance with RMDs

4

Portfolio Management

Are current investments suitable for retirement?

If not, has a plan been established for transitioning to a retirement portfolio?



Horsesmouth Resources Retirement Income Planning

• Become a Retirement Income Specialist (76468) • Planning for a 30‐Year Retirement (80820) • Cracking the Nest Egg: When Accumulation Becomes Distribution (79507) • A 6‐Step Retirement Income Strategy for Mid‐Market Clients (84475) • The Art of Managing Retirement Assumptions (80471) • Drafting Clients' Retirement Plans—A Checklist (73051) • The Zone System for Choosing Retirement Income Products, Parts 1 & 2 (79765

& 79766)

Life Planning Resources

• Reinvent Your Practice With a Life‐Planning Approach (85858) • How Life Planning Changed My Practice (79710) • Life Planning: 11 Areas to Cover With Clients (71670) • 5 Questions to Ask Clients 5 Years Before They Retire (75015) • 16 Lifestyle Questions to Ask Retiring Clients (76728) • Explore Clients' Meta‐Goals Before Setting a Strategy (78283) • 8 Reasons That Clients 'Flunk' Retirement‐‐And How You Can Help (76224)

Account Management Resources • IRA Rollovers: Pros Generally Outweigh Cons (74925) • Taxes Will Make or Break 2010 Roth Conversions (84059) • The Portfolio vs. the VA: Which Is More Capital Efficient for Retirees? (84855) • What the Experts Say About 4% Withdrawal Rates (80037) • The 'Bucket' Approach to Asset Allocation (79704) • Inherited IRAs: Preserving the Stretch (82003)

Retirement Income Marketing • The Prospecting Mindset That Works Today (84687) • 'Will I Run Out of Money in Retirement?' (84018) • Change Today, or Lose Clients Tomorrow (84234) • A Single Sentence That Tripled Referrals (86096)

Documents

2014 Retirement Income Workshop Toolkit - images.horsesmouth…images.horsesmouth.com/gfx/pdf/RIWToolkit2014.pdf · [email protected]. Strategy Brief: Host a Retirement Income