Issue 20, 2011
The opportunity to attract a rollover may come at any time and for many different reasons. Your clients may have former employer plan assets from one or more previous jobs or they may be approaching retirement and need to simplify their financial situation by consolidating assets. One key to identifying rollover opportunities is to review your client base regularly. Another key is to invite prospects in for an overview of retirement planning and the benefits of a rollover IRA.
Life Events That Can Trigger Rollovers
Talk About Rollovers During Client Meetings
Pershing’s independent study, “The Secret Knock: Unlocking the Retirement Opportunity,” highlights the demand for a written retirement plan. Even more important, is the correlation that exists between providing a written retirement plan, increasing trust levels between you and your clients and the ability to attract additional rollover opportunities. Timely interactions with clients are keys to discovering these opportunities:
Resources Available from Pershing
Visit www.retirementpowerplay.com, Retirement Toolbox for new marketing materials. Printed materials can be ordered through the Material Catalog under the Resources tab in NetX360®, using keyword search: IRA-Marketing.
Use the following tools and calculators to help you in client conversations and to help identify other accounts for asset consolidation.
(1) NUA affects rollovers and must be decided on before a rollover is completed
(2) Distributions taken for RMDs, required death distributions from inherited accounts, or for early withdrawals under Internal Revenue Code section 72(t) are not eligible for rollover
Access Pershing’s Investment Solutions Series webcasts on retirement income:
Don’t Forget About Consolidating IRAs
While you are having the rollover conversation with clients, also ask about IRAs held at other firms or those held directly at mutual fund companies. Consolidating retirement assets can help create a more comprehensive retirement plan and track performance. It can also help reduce costs for clients who may be paying fees at more than one institution.
For Professional Use Only.