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Promoting personal interests can persuade clients to commit to a retirement plan, says CEO of career transition organization

By: Daniel Calabretta

Playing into client hobbies, interests and aspirations can result in personalized retirement plans that build loyalty as well as returns, says the head of a career transition organization.

Scott Armstrong, CEO of Vancouver-based Mind Switch Training Inc., said advisors need to help their clients imagine what retirement could look like so they become excited about the possibilities.

In many cases, that will mean engaging in deeper conversations about their clients’ passion projects, and turning on their “interest radar” to uncover activities and goals that will elicit client commitment to a financial plan.

Speaking at the Canadian Institute of Financial Planners’ (CIFPs) conference in Niagara Falls on Wednesday, Armstrong said taking client conversations beyond returns and tax efficiencies can translate into positive outcomes for everyone.

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