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Notes & Preparation


Four Critical Questions to Answer During Your Presentation

The presentation phase for financial services addresses four basic, yet critical subjects. These are:

  1. Who you are and what's unique about you.
  2. What you specialize in.
  3. What I’ll do for you. Provide an example of the kind of work that you do.
  4. What is involved in accomplishing your financial goals.


People Need Three Things from a Presentation

When it comes to presentations, all legitimate prospective clients have three basic needs and since these are logical and also help you build toward the close, it’s important that you cover these essential bases.

  1. People need to feel that they are being educated. As a professional this is one of your major goals. Part of your task as a professional salesperson is to act as an instructor, and a lot of this educating takes place in the presentation phase of selling. It is also important to make sure that these people know that they are being educated. Information and education are effective tools and like any tool they can be abused. A manipulator will withhold or use information to gain an advantage over a prospective client. A champion uses the same tools to discover and meet real needs and more directly involve the client in the process.

  2. People need to be motivated and inspired about the subject. Even if you’re offering the most exciting and perfect solution, if you don’t transmit your own excitement to them, they won’t be motivated to own. If you think back, I’m sure you’ll agree that your best teachers were the ones who were able to get you excited about the subject at hand. That can be a real challenge for you because the people you are serving are probably on an emotional rollercoaster ride. One minute they’re totally happy and excited and the next they’re scared and depressed. As their salesperson (teacher) it is your job to keep their spirits up and motivate them to:

  3. Continue with the sales process and,

  4. See the wisdom of getting involved with your offering.

  5. People need to have an enjoyable and non-threatening experience! Again, which teachers made the biggest impact on your education? Those who made learning an exciting and fun adventure. I realize that selling financial services is a serious matter and it should be given all due respect. But your clients and potential clients need to enjoy the process. It’s perfectly okay to joke around during a presentation, provided it’s appropriate and you keep things under control. Anything you can do to reduce the tension helps you make your points and serve their needs.


The Initial Presentation is Where They Qualify You

The initial presentation is where your prospects are qualifying you. The goal of original contact is to get your prospect to feel comfortable with you. You want to exude the sense that you are calm, relaxed, nice and professional. Nick Murray says that your prospect decides to do business with you during the original contact and/or the Q&A.


First Impression

  • You never get a second chance to make a good first impression. Look your best, but don't over do it. Err on the site of conservatism.
  • No, or very light, cologne or perfume and very little jewelry
  • Shake hands (if you see their hand come up), make eye contact and smile!


Be Comfortable

  • If you are uncomfortable, it'll show and your discomfort may make them uncomfortable. Stop fidgeting and eliminate any nervous ticks. Speak slowly and deliberately. Never interrupt you prospects.
  • A client is a reflection of you.
  • Exude confidence in a gentle way
  • Don't be fake or try to be someone else


Build Rapport & Trust

Read Nick's ATY 006 January 06 - The Only People You Can Help PDF

People like to do business with those who they like and trust. This is accomplished by building rapport. If they do not have good "feelings" about you, all your expertise won't help. On the other hand, you do not need to be the "smartest" person, but if your prospect feels that you have their best interest at heart, and that they can trust you, then you will earn their business.


Six Easy Ways to Build Trust

  • Try to identify common ground with your prospect. Let them know that you have felt the same way they do. Tell "similar situation" stories.
  • Always be on time (better, be early!)
  • Do what you say you are going to do. Under-promise and over-deliver.
  • Finish what you start. Confirm the completion.
  • Ask questions and really listen. Focus on them, not you.
  • Say "please" and "thank you". Have the "Queen's" manners. Send Thank You Notes.


Preparation

  • Have a Client Worksheet spreadsheet prepared for your client for data input.
  • Business card, pen (use it as a pointer).
  • Optional: Sample RightCapital report
  • Retirement Planning presentation. Either on your tablet or printed out.
  • Client Log (optional).
  • AMF ICA brochure.
  • VA brochure (optional).
  • Pencils and zip-loc bag (see below).
  • Dress for success. Be professional.
  • Bring a notepad and pen to take notes.
  • Attitude:
  • Win/Win or No Deal. Have the mindset that everybody wins or there's no deal.
  • Expect to get commitments. Expect them to like us and what we stand for.
  • However, we don't care if they do or don't. No big deal. Tomorrow is a new day. They need us more than we need them


Pencils & Baggies

Watch Putting the pencils together VIDEO

  • Cost:
  • Investment on your part: $99
  • Return to you: 10's of thousands of dollars in commission and overrides.
  • Benefit to the client: Priceless
  • Materials:
  • 144 assorted colored wooden pencils (two packs).
  • Large supply of "regular" wooden pencils (you'll only one need per presentation). $16.
  • Two 2.5 gallon zip-loc baggies. $40.
  • Silicon bands. $9.
  • Super-glue. Make sure to get the kind where you can screw off the top and pour the glue into the bundle of pencils. $3.
  • Two 2-dollar bills and some coins. $4.
  • Preparation:
  • Bind the colored pencils with two or three silicon bands.
  • Unscrew the super glue and pour it over the pencils. Let it dry overnight.
  • On one of zip-loc bags write: "Tax-Shelter".
  • On the other zip-loc bag write: "Variable Annuity".


Nick's 10 Commandments Client Interview

Here, then, are the ten truths from Nick Murray and how to present them.

1

The only sustainable basis for a successful advisor/client relationship is perfect mutual trust. I propose to earn your trust by telling you the pure, undiluted truth—as I’m given light to see the truth—all the time.


2

The only rational medium for an advisory relationship worthy of the name—and the only basis for an investment portfolio—is a plan. Be it as simple as a retirement income plan that we write out and agree on, or as ambitious as a comprehensive financial and estate plan, we can only relate to each other successfully through a plan. A portfolio is never an end itself; it is a means to the ends of the plan, or it’s nothing.


3

In the long run—and that’s the only rational way to invest—the only sane definition of money is purchasing power. Currency isn’t money; it’s just currency, and it loses some of its purchasing power every day, because of inflation. Even if you perfectly preserve your principal, when your cost of living doubles (as it surely will), you’ll have lost half your money.


4

Equities—the partial ownership of the Great Companies in America and the World—have been far more effective than bonds and other fixed income investments at preserving and indeed enhancing purchasing power.

Since 1926, large company equities have compounded in value at about ten percent; small company equities have compounded at almost twelve percent. Long term, high quality corporate bonds have produced a compound return of about six percent. Most importantly, the cost of living has compounded at three percent. Thus the real return of owning companies (the margin of safety they’ve provided over inflation) has historically been two to three times the return of lending to companies.

This is the essence of why, for the lifetime and even multigenerational investor—which substantially all my clients are—I greatly prefer to be an owner of companies rather than a lender to them.


5

Equities’ superior long-term returns are a function of—indeed they’re directly caused by—their greater volatility. But volatility is not the same thing as risk, because all the historical declines have been temporary, while the advance of equity values (again, at a ten to twelve percent compound rate) has been permanent. Volatility passes away, but the returns abide.

Since the end of World War II, which is roughly the life span of people who’ve recently entered retirement these days, the equity market has experienced an average intra-year decline of 14%. Temporary declines of 15% to 20% have taken place on an average of one year in three. And “bear markets” as classically defined—i.e. minimum 20% temporary declines actually averaging nearly one third—have taken place about one year in five.

Yet the equity market today stands more than 70 times higher than it did coming into 1946. Dividends have risen more than 40 times. (Meanwhile, consumer prices are only up about 13 times, but that’s irrelevant to the point I’m making just at the moment, which is simply that volatility has always been the temporary interruption of a pattern of permanent advance.)

Hence we see that the real long-term risk of owning equities is embedded not in the values of the companies themselves, nor even in the global economy, but in the emotions of the investor—that is, in the proclivity that’s hard wired into all of us to fear that a significant temporary decline is actually the onset of some apocalypse.

Thus, the dominant factor in long-term, real-life financial outcomes isn’t investment “performance;” it’s investor behavior. And my primary value to my clients is as a behavioral coach.


6

The economy, the markets and future relative performance of similar investments can’t consistently be predicted, much less timed. But that’s all right, because compared to the way your assets are divided (owning companies vs. lending to them)—and to the overriding issue of behavior—those variables are almost irrelevant. In practice, the only way to capture the full permanent return of equities is to be willing to sit through their full temporary volatility.


7

No one can gain an advantage over the equity market by going in and out of it because of current events or perceived threats. I don’t attempt to analyze (much less predict) current events. For the reason given in the last point, I will always counsel patiently holding the portfolio which seems best suited to your long-term goals.


8

I charge one percent of the assets under management, essentially for behavior management. If it helps to clarify this point, consider that I basically throw in at no charge a retirement income plan, portfolio design and selection, monitoring and reporting, and most if not all service. You basically have to be convinced that behavioral advice—against panic in falling markets and euphoria in soaring times—is going to be worth multiples of one percent per year, or you ought not to engage me.


9

I believe that uncertainty—in the markets and indeed the world—is the only certainty. We don’t seem to move from periods of uncertainty to periods of certainty; rather we move from one uncertainty to the next. Thus I counsel what I refer to as rationality under uncertainty, which just means that I believe that history is the best guide—perhaps the only guide—to the long-term future. I base my philosophy on two texts. The first is from Harry Truman, who said, “The only thing new in the world is the history you do not know.” The other is from the legendary investor Sir John Templeton, who said, “Among the four most dangerous words in investing are ‘It’s different this time’.”


10

Thus I believe that long-term optimism is the only long-term realism—never more so than at the present moment.

There were fewer than 300 million middle class people in the world in 1980; today there are two billion, and in a dozen more years there may be as many as 3.6 billion. That is, the globe is incubating billions of new consumers (and investors). GM sold ten cars in the U.S. in 2004 for every one it sold in China; today it’s at parity. And this is just getting started.

Eighty percent of Americans own a car; 20% of Brazilians do. Nearly 90% of Americans own a cell phone; perhaps 30% of Indians do. The second billion smartphone users will change the world. This is the future for investors.

From a hopeless addict to imported oil, this country suddenly finds itself sitting on a hundred years’ worth of cheap, clean natural gas—more than enough to make us energy independent, and more than enough to make us huge net energy exporters—thus slashing if not eliminating our balance of payments deficit. Technology marches on. All the great technology companies of the last four decades have been American: Microsoft, Cisco, Intel, Apple, Amazon, Google—and yes, even Facebook.

Moore’s Law dictates that the cost of computing will fall 97% in the next ten years. Robotics costs are already falling at a 30% compound rate while Chinese labor costs are inflating at 20%. Thus, between technological advances and cheap natural gas, don’t be surprised if the dominant manufacturing country in the world in 2020 is us. In ten years, driverless cars will just about be here. Today, we’re 3D printing medical devices; in ten years, we’ll be starting to print organs. I can go on and on like this. But I won’t. I’ll simply sum up by saying:

That’s who I am. Those are the principles I believe in. Those are the things I can and can’t do. I’d be happy now to answer any questions you may have.


The Presentation(s)

There are number of presentations to choose from, depending upon your style, context and situation. In fact, you might decide to inter-mix elements from all available presntations.

  1. The Free-Form Presentation (presented below) is the preferred method but the requires the most knowledge, skill and ability to think on your feet.

  2. Our Golden Years Presentation PDF presentation. It is the easiest as it presents each concept on a slide and guides you. It is very suitable for group presentations, especially when using a monitor or projector. PDF

Watch AF MKOM 1635 - Golden Years Presentation, Part 1 VIDEO

Watch AF MKOM 1636 - Golden Years Presentation, Part 2 VIDEO


  1. Nick Murray's Retirement Income Seminar is very short-and-sweet and great as an introduction, but it not a complete A-Z presentation. It it primarily used to spark interest for further discussion. GOOGLE SLIDES

Watch Retirement Income Seminar walkthrough VIDEO


  • Note: regardless of which presentation your employ you will always end with the Getting a Commitment & Data Gathering section further below.


Free-Form Presentation


Summary Introduction


Mr. and Mrs. Ryan, let me begin by thanking you both for the time that we will share this evening, and I’d like to consider this meeting somewhat “exploratory”, meaning you can relax and take your hands off your checkbooks because you can't buy anything tonight! By the way, you can call me Michael. May I call you by your first names? Its Jack and Donna, correct?

What we do is try to help people answer THE ONE question about their finances that is more important than any other. And that question is, "How can I accomplish everything in life that's important to me, keep Uncle Sam out of my pocket, and make sure that my money lasts longer than I do!" Donna and Jack, has anyone ever helped you answer that question?

Ok. Our approach is to teach families how to make smart choices about their money, with the intention of getting them totally financially independent. Specifically, we advise on all types of retirement planning, college funding, debt elimination, life insurance, wills and long-term health care - pretty much anything that has to do with money.

Basically, this meeting has two parts: 1. I'll give you an example of the kind of work that we do. 2. And finally, I'll ask you a little about your goals and values concerning money - and at that point we'll see if it make sense to go any further.

Does that sound reasonable?

Ok, when you retire, your financial life collapses down into one binary issue: will your money outlive you, or will you outlive your money? Most people not only aren't sure what the answer is; they don't realize that that's the question. A couple that makes it to the retirement age of 62 has a joint life expectancy of 30 years. In English, that means the second person will pass at 92. At trendline inflation of 3 percent, the cost of living goes up about two and a half times in 30 years.

If you haven't got a plan to increase your income about as much as you're living costs are going up in retirement, you may, without realizing it, have a plan for running out of money.

My mission in life is to help people make the right kind of plan, and believethere are three things you need to become a successful investor: 1. The right plan. 2. The right vehicle. 3. And high-level professional advice.


6-Step Working Backwards from Retirement Income Napkin Presentation

You may want to use our 6-Question, 1-Page Retirement Plan calculator in our Client's Worksheet.

Read Nick's NMI 2014-05-May page 5, "Ask Nick" section PDF

Read Nick's Around the Year November 14 - The Four Steps PDF

Watch AF MKOM 1651 - 6-Question 1-Page Retirement Plan, part 1 VIDEO

Watch AF MKOM 1653 - 6-Question 1-Page Retirement Plan, part 2 VIDEO

Watch AF MKOM 1626 - Working Backwards from Retirement Income napkin presentation VIDEO

Watch Working Backwards from Retirement Income (2018-05) VIDEO

Watch 5-Step Working Backwards from Retirement (2018-11) VIDEO

Watch Working Backwards from Retirement Income napkin presentation (2020-10) VIDEO

Watch Working Backwards from Retirement napkin presentation (2022-10) VIDEO


Step 1: Establishing the Need

When starting a retirement conversation, always start with Establishing the Need before delving into the calculations or products.

I believe for many of us what we're looking for during our Golden Years is dignity and independence, and that comes from a consistent income that goes up with rising costs, but doesn't go down.

Now, as nearly as you can tell, when you think of your retirement, does it seem more probable that you will out-live your money or your money will out-live you; or is it possible you don't know? As an exercise let's just pencil-out a retirement scenario...

First, if you had the income you want during retirement, what you both do?

The last question is the MOST IMPORTANT QUESTION you will ever ask you client. Here's the important bit....

  • About 60% of the reason is that the answer will give you insight into what the actual goes is (it's never the money itself, but what it can do for them.)
  • At least 40% of the reason you ask the question is to ask the question. THE ACT OF DISCUSSING THEIR DREAM RETIREMENT ACTIVITIES WILL CREATE TRUST AND BOND BETWEEN YOU.


Step 2: Determine the Desired Monthly Income

Read Nick's ATY 319 November 15 - The First Step PDF

Read Nick's ATY 320 November 16 - The 2nd Step PDF

Read Nick's NMS 11 - Estimating a first-year retirement withdrawal need PDF

Mr. Client, As nearly as you can determine, what is the amount of money you will need to withdraw from your investments in order to sustain your lifestyle in the very first year of retirement? Don't worry about inflation – I'll take care of that.

  • Let's say the total number is $5,000 per month (in today's dollars).


Step 3: Inflation

Read Nick's ATY 321 November 17 - The 3rd Step PDF

  • Inflate the number you get above ($5,000) by 3% per year to their desired retirement date (usually 65).
  • Using a 3% inflation, the monthly income must double every 24 years to stay level with today's dollars.
  • If our client is 40 years old, the inflated monthly income of $5,000 will roughly double to $10,000 per month by age 65.


Step 4: Determine the Financial Independence Number

Read Nick's ATY 322 November 18 - The 4th Step PDF

Read Nick's NMS 12 - Capitalizing the withdrawal need PDF

The Financial Independence Number (FIN) is the lump sum required, that at 5% withdrawal rate will provide the inflated monthly income ($10,000) .

To calculate the FIN:

  1. Take the inflated desired monthly income (iDMI) * 12 to get the annual figure. In our example, $10,000 (iDMI) * 12 = $120,000.
  2. Then, divide the yearly figure by 0.05 (5%). This is the FIN. In our example, that's $120,000 / 0.05 = $2,400,000 FIN.


Step 5: Work Backwards to Determine Lump-Sum

Now that you know the FIN number, calculate backwards to determine the required lump-sum today. Using a 12% average rate-of-return, the money will double every 6 years (or, looking at it in reverse, the FIN will “halve” every 6 years.) 1. Our client needs $2,400,000 (FIN) at age 65. 1. He must have $1,200,000 by 59... 1. He must have $600,000 by 53... 1. He must have $300,000 by 47... 1. He must have $150,000 by 41. This is the lump-sum required now.


Step 6: Current Retirement Assets

Watch Working Backwards from Retirement Income VIDEO

Watch 5-Step Working Backwards from Retirement VIDEO

Watch Working Backwards from Retirement Income napkin presentation (2020-10-19) VIDEO


Read Nick's ATY 325 November 21 - The Second Meeting PDF Though Nick considers this the "2nd meeting", I would what he says at this step.

Read Nick's NMS 13 - Setting specific monthly accumulation targets PDF


1 What is the total sum you have saved specifically for retirement now? 2. How much more can you invest lump-sum? 3. How much can you contribute per month?


Finally, confirm that the numbers are close to correct and ask to continue on a professional basis.

Read ATY 323 November 19 - What Happens Next PDF

Read ATY 326 November 22 - The 2nd Pass PDF


Review the 7 Core Investment Principles

  1. Very, very briefly verbally review the Seven Core Investment Principles, bu make sure to cover the Five Facts about Investing in Equities in detail.


Mutual Funds

Watch AF MKOM 1627 - Pencils & Baggies VIDEO

Watch Pencils & Baggies VIDEO

Watch Pencils & Baggies walkthrough (2022-10) VIDEO


Often times my clients ask me, "Michael, should I invest in XYZ stock?"

This (holding up a single pencil) represents your XYZ stock, or really, any stock. You are putting all your eggs in one basket. And along come the 'gods of free-enterprise', and they decree that this company shan't make it and it goes bankrupt...

Hand the pencil to your prospect and make them break it! You must insist that they do it!

There goes the company, there goes the stock, and because you put all your 'eggs in one basket', there goes your money. "So,' my client asks, "so, Michael, you don't believe in investing in stocks?"

Oh, I believe in investing in stocks, but only in bundles of 100 or more. (Now, bring out the bundle of pencils).

This, is a mutual fund. Most mutual funds are an amalgamation of over 100 stocks, in fact the ones I recommend invest in a minimum of 150 stocks. You are now putting your eggs in many baskets, and many different types of baskets.

So, when the 'gods of free-enterprise' want to play games with our economy, it won't so easy to mess with your investment. (Hand the pencil bundle to your client and encourage them to try to break it!)

So, Mr Client when it comes to your hard earned money, which do you prefer? (Hold up the broken pencil in one hand, and the bundle of pencils in the other).


The ICA Guide

Use the ICA Guide as a way to demonstrate a real mutual fund.

Watch AF MKOM #1714: ICA Overview (6/8/2026) VIDEO

Watch AF MKOM #1715: ICA 2: Pencils & ICA Guide - Holdings (6/16/2026) VIDEO

Watch AMF ICA Guide - Stock Page & Mountain Chart VIDEO

Watch AMF ICA Guide - Rolling Periods + Withdrawal VIDEO

Watch AMF ICA Guide - Inlfation + Boones vs Klausens VIDEO

Watch AMF ICA Guide - Louie the Loser VIDEO {.is-info} - Note: Investing in ICA from 1/1/2001 - 1/1/2020 on January 1 every year = $512,101 (8.36%)


Watch AMF ICA Guide: Investing in Stocks + Capital System VIDEO

Watch AMF ICA Guide: Reasons Not to Invest + Benefit of Time VIDEO


Tax Shelters

Now that you understand mutual funds, I would like to share with you how to keep more of your money by reducing and/or eliminating your taxes. We do this by wrapping your mutual fund in a tax-shelter, such as a Individual Retirement Account or college fund. A common misconception is that IRA's or education accounts are the investment but actually they are shelters that go around an investment, such as a mutual fund (point to the bundle of pencils - keep associating mutual funds with the pencils).

For example, one of the best tax shelters is a Roth IRA... (pull our the zip-loc baggie that is labeled 'Roth IRA' and lay it flat on the table so they can read it)...

This type of tax shelter is unique because it allows whatever is inside of it to earn interest tax-free, without ever, ever paying Uncle Same a dime! So, what I recommend is we take this high-quality mutual fund and put it inside of the Roth IRA... (place the bundle of pencils inside the zip-loc baggie and zip it shut - nice and slow, with flair and drama. Then place it in front of your prospect).

See, the mutual fund and the earning are protect from being taxes (tap on the bag with your fingers for emphasis). Another way to think of it, is that your mutual fund is the candy and the tax shelter is the wrapper. By the way, there are a variety of tax shelters both for retirement and for college savings... (pull out all the other baggies and display them on the table for your client to see)...

Part of my job is to help determine which combination of shelters is best for you and your family.


Transition to Variable Annuity

  1. Sequence of Returns.
  2. Protect MF with VA.
  3. Guaranteed Income Rider.

Mutual Funds have one "problem": Short-term they are unpredictable, which can create two problems during your retirement withdrawal phase. One problem is financial and mathematical and the other is psychological.

The mathematical problem is called the Sequence of Returns...

If you encounter "red boxes" at the beginning of your retirement it could negatively affect your withdrawals.


Protect Your Mutual Funds with a Variable Annuity

Use your bundle of pencils (mutual fund) and put them in a zip log baggie (variable annuity). If you don't have the pencils handy you can just put the ICA brochure in the baggie.


Use Metaphors & Analogies to Simply Explain VAs
  • Use your hands to demonstrate the Guaranteed Income Rider of variable annuities.
  • Ratchet.
  • High watermark.
  • Goose that lays the golden eggs.
  • Seed → Tree → Fruit
  • Insurance:
  • Income rider = retirement insurance
  • You insure your life/income, car, home, health. Why not your retirement income?
  • How many of your rental income properties would you put insurance on? (All of them!)
  • Client behavior modifiers:
  • Golden Gate Bridge.
  • Training wheels.


Summary Overview using the Retirement Pyramid

Watch Summary Overview using the Retirement Pyramid VIDEO

Read Nick's ATY 216 August 04 - Keep Checking for Agreement PDF

Read Nick's ATY 217 August 05 - Stopping the Process PDF


The Single Most Important Question You Will Ever Ask Your Client

What are the most important things you want from your Investment Advisor?

Read Nick's ATY 213 August 01 - What Do They Think We Do PDF

Read Nick's NMS 02 - Stating what you can and cannot do PDF


Getting a Commitment & Data Gathering


Watch Getting Commitment & Data Gathering VIDEO

Watch 1st Visit Client Appointment Getting a Committment VIDEO


The Commitment

Speak slowly, deliberately, gentlly, softly but firmly when asking for the commitment.

So, we've covered the three keys to a successful retirement strategy:

  • The right plan (the napkin presentation from above).
  • The right vehicle (high-quality, broadly diversified, mutual fund).
  • And high-quality professional advice (point to self).

What I'd like to do is customize a Financial Plan for you, understanding that there is no charge for the plan or for my time. The only thing I ask is that when I show you your finished plan and it resonated with you, that I can earn your business... [wait for answer]

You will likely get one of three reactions: 1. No. 1. Yes. 1. Or, they will ask more questions, and that is ok - it means they are interested.

If yes, then say, "Wonderful, the next step is for me to collect the data is need complete your plan."


Gathering the Data

Read Nick's ATY 33 February 02 - Discovery vs Data Gathering PDF

Read Nick's ATY 214 August 02 - How Much Discovery Is Enough PDF

Read Nick's NMS 01 - Discovery, a Menu of Questions PDF


The Seven Basic Retirement Questions

Pro-tip: use your Clients Worksheet AFW M.7 to collect the data.

  1. Desired retirement age?
  2. Monthly income desired?
  3. Current retirement assets?
  4. Current monthly retirement contributions?
  5. Other income to expect at retirement?
  6. Lump-sum you can add?
  7. Extra monthly you can add?


  • Try to get as many actual documents as possible.
  • Make sure to schedule the 2nd Visit Appountment. Don't set an appointment to set an appointment.
  • If you want to run a quick retirement calculation in front of them, use our Retirement Income Needs Calculator Google Sheet.