Making the Comeback Count

Making the Comeback Count

Everyone loves a comeback. How many time have you watched a sporting event where the losing team suddenly comes from behind? It doesn’t matter the sport – at that point, nearly everyone cheers for the underdogs. 


As thrilling as it is, many comebacks end in disappointment. The losing team expends so much energy and effort, they don’t have enough in their tanks to win.


 Seems familiar, doesn’t it? 


Are you preparing your clients for a retirement comeback but a shortfall in the end?


Sometimes, we have to help clients make a comeback – they didn’t save enough during their working years to get the income they were hoping for. You have to come to their rescue so they can “catch up.” Even if they did save enough, we too often focus on just getting them to the goal line. Great – now, it’s time to finish the game.


Unfortunately, many people get seven to 10 years into retirement and realize that they have fallen short in their plan. Inflation begins to take a toll on their spending. Most notably, the cost of health care increases at a rate much faster than other goods and services, and puts pressure on them to make adjustments. By planning ahead – looking beyond just “catching up” or making it to retirement – you can help position both guaranteed income and inflation protection. 


Winning the Game

One of the easiest ways mitigate inflation is to push Social Security to age 70. Social Security typically has an inflation component that increases the income annually, even if at a slower rate than other inflation indices. Other income sources provide guaranteed options to increase the monthly income by 1-5 percent annually. And, other riders allow the income to increase by changes in the underlying crediting method. Either way, by increasing the client’s income, you have have helped push them closer to the top of winning their income game – longevity and inflation. 


Winning Strategy

Don’t be like the teams that get behind early and spend too much energy coming back, only to lose in the end. Make sure your clients complete the comeback with inflation protection in addition to guaranteed income. 


About the Author

Mike McGlothlin is a tireless advocate for the retirement planning industry. As executive vice president of retirement 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.”