In his book, "Never Eat Alone", Keith Ferrazzi states that: success in life = (the people you meet) + (what you create together). In a perfect world, every potential client or prospect you meet would immediately schedule an appointment with you far enough in advance for you to adequately prepare. You would be able to do your homework, research them for talking points to build rapport. You would find out what is important to them, what they feel strongly about, what their proudest achievements are.

However, the world isn't perfect and sometimes you don't have enough time to set up the perfect first appointment. Even if you have done your research and everything you could to prepare, you still have to reach beyond that initial research and get to know your prospects on a deeper individual level. In a recent article by Investopedia, we are reminded that going back to the basics is the easiest way to build rapport. Asking simple exploratory questions can help ensure you are creating the best possible strategies for your clients and prospects about their retirement planning together.

Whether it's the first time you're meeting them, or you're preparing for your first appointment, it is important to ask the following questions to stimulate the retirement planning process with your prospects:

• What does your ideal retirement lifestyle look like?
  
• How much will this lifestyle cost?
• How will you fund retirement?
• What if your resources fall short of your costs?

Find out why these and other questions are critical questions to ask to help your clients and prospects plan for the future they've always envisioned here (link to article). If you want to discuss the best strategies to initiate these conversations or would like more materials about retirement sales strategies to contact a FSR at 888-543-3777.