Woman smiling

Don't be the dentist!

Does a checkup with you inspire dread in clients? You can give clients the facts while still creating a positive experience.

Don’t get me wrong. Dentists are wonderful people. They care deeply about the well-being of their clients. So why do people dread seeing them so much? Here’s a hint…it’s got very little to do with the drilling.

Just like your clients, most people feel vulnerable when they go in for a dental check-up. Inevitably, they get busted for not flossing properly. Or not spending enough time brushing. It’s all good advice, but patients often walk out feeling like they’ve just received a lecture. And who needs that?

Do clients ever feel like that toward you?

Dentists may rationalize that since they only see each patient twice a year, they cram in a lot of “advice” into each visit. And while patients need to learn about the dangers of tooth decay, hearing horror stories may make them shut down emotionally or avoid the dentist altogether.

Would it surprise you to learn that clients may feel that way about income planning conversations with their financial advisors?

Don’t forget the lollipop!

After all, there are two hard truths your clients never want to hear—that they have to reduce their standard of living or increase their risk to have enough income in retirement.

Instead, in conversations with clients who face a gap between their desired retirement lifestyle and their projected income, consider how to deliver good news. By adding a source of protected monthly income (through an annuity with an income benefit), these clients may feel more prepared to see growth in other parts of their portfolio while tolerating market ups and downs.

A brighter smile, or two

Patients may dread the two times a year they visit their dentists. But what if you could help your clients to recognize two reasons to smile each month during retirement? First when they get their monthly protected income check from their annuity, and again when they open their Social Security check? Each of these moments reminds them about the certainty within their retirement income plan, no matter how long retirement lasts or what the market has in store.

So, don’t focus on the problem. Hearing that they need to spend less or stay invested in a volatile market can be hard for clients to swallow. But when you deliver the good news that a portion of their income can be protected for the rest of their lives, well, that makes you someone clients will love turning to for help.

Partner with us

Contact your Lincoln representative today at 877-533-0265 to learn how you can help add more certainty into your clients' retirement income plans and build deeper relationships. For additional tips and insights, make sure you follow us on LinkedIn and Twitter .

Lincoln Financial Group® affiliates, their distributors, and their respective employees, representatives, and/or insurance agents do not provide tax, accounting, or legal advice. Please consult an independent advisor as to any tax, accounting, or legal statements made herein.

Annuities are long-term investment products designed for retirement.

About the author

Chris Price

For more than 22 years, Christopher H. Price, JD, LLM, CLU®, ChFC®, AVP, Advanced Sales, Lincoln Financial Distributors, has helped advisors and their clients accumulate, distribute and transfer annuity assets by using a holistic approach. In 1983, he began his career as a trust officer with Sovran Bank (now Bank of America). Chris moved into financial planning, and followed that by managing an insurance agency that served some of the wealthiest families in the country. In 1994, Chris joined Delaware Investments, formerly a member of Lincoln Financial Group, where he was responsible for the product management of Delaware mutual funds and eventually Lincoln variable annuities. From 2000 to 2004, Chris used his expertise to help financial advisors and their clients with advanced case issues. In 2005, he transitioned to the Lincoln Advanced Sales team. Chris holds a BA in history from Vassar College, and law and master’s degrees from the Marshall-Wythe School of Law at the College of William & Mary.


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