Hidden Value is a new column in ThinkAdvisor where Joe Elsasser, CFP®, answers common questions with insights advisors and their clients may not have considered. This week Joe tackles how to compare two financial plans. 

Here's an excerpt.

"One way to navigate this tumultuous process is to look at objective measures. This objectivity is the basis for the fiduciary movement in the financial services industry."

For advisors who serve mass-affluent people in the retirement transition and beyond, Joe suggests objective benchmarks can make it much easier to decide which financial plan is right for your client.

  • Will the client’s retirement income last as long as they do — even if they have unexpected expenses or unlucky timing with the market?
  • If the client’s assets are unlikely to support their income need over their lifetime, what percentage of the income need is met?
  • If the client’s assets are likely to support their lifetime income, what is available (net of tax) for the people or causes the client cares about?

Advisors who prove that they are willing to put their clients’ needs above their financial interests will retain those clients, and also gain additional clients from referrals. Ultimately, objectivity will increase business for the advisor.

Read the ThinkAdvisor article in its entirety.  

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