Marc Vosen is president and CEO of Key Investment Services, as well as the current president of BISA, the trade association for bank brokerage and bank insurance sales. More communication between advisor and client is key, he says, especially when the customer feels more in the loop.
How can bank advisors best serve their clients to prepare for retirement? MV: The best thing they can do is sit down and have meaningful conversations about retirement. The financial world has changed so much over past three years. In a high tide, all boats rise. So in better times [in the past], nobody thought they needed an advisor. But now everyone is scrambling and people feel lost. Clients need to feel like they're part of the process. If you can facilitate that, and help them get their hands around this retirement issue, you'll get their business.
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