Connecting to Our Clients

Connecting to Our Clients

Living in Fort Wayne means I can usually find very few direct flights. On a recent connection at a national “hub” airport, my plane was running a few minutes late. So I had a chance to sit down, eat my dinner of M&Ms I’d bought at a kiosk, and relax for about 20 minutes.

I chose a bench facing the middle of the concourse and began watching people pass me one-by-one. Some were running to their next connection; others dragging their children through the concourse.

A few were simply strolling through the airport, while most were walking briskly. One poor soul was just leaning against the handrail on the moving sidewalk after an exhausting day of travel.


Where were they all going?

Why were they going there?

What could they all be doing that had to be done at that particular location? Why was it so important?


For a tired annuity wholesaler, these were monumental questions. But I think these are the same questions our clients deserve. The only difference is to add  “in retirement” to the end of the question.


Where are you going in retirement?

Why are you going there in retirement?

What has to be done at that particular location in retirement? Why is it so important in retirement?


If we ask those questions, I bet we find out a lot about the lifestyles our clients want in their retirement. Where? Why? What would they be doing? Having those issues out on the table can guide us to solutions that will be most meaningful to those we serve. And, by the way, stop and say hello the next time you see a middle-aged man in a suit and tie sitting in a concourse eating M&Ms.


Winning Strategy:

Ask the right questions and get the correct answers to our clients’ most heartfelt goals for a successful retirement.


About the Author

Mike McGlothlin is a tireless advocate for the retirement planning industry. As executive vice president of annuities at Ash Brokerage, he heads a team providing income planning solutions focused on longevity and efficiency. He’s also a thought leader who provides guidance and assistance for advisors and broker-dealers navigating marketplace and regulatory changes. You can find a collection of his blog posts in his book, “Above the Clouds … Winning Strategies from 30,000 Feet.”