The disconnect between the conversations affluent investors are wanting to have and the ones advisors are willing to entertain is growing, said Gregory Salsbury, executive vice president of Jackson National Life Distributors and author of Retirementology: The New Language of Retirement Planning, in the closing session at the Financial Behavior in Retirement Summit in Chicago on Monday.
Only one in five advisors are increasing the amount of time they spend talking to clients in the wake of the economic meltdown, Salsbury said. Those who are rookies or are less capable just want life to get back to normal and think the financial downturn was just a bump in the road. But this is not what the typical investor believes, he added. And these investors want to talk about what happened and what are the prospects for the future.
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