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Excuses, excuses. Do you have clients that come up with every    reason under the sun not to start an investment plan immediately? They probably realize they need to start saving for lofty goals, such as retirement, but there’s always a reason not to. So, how do you overcome these objections and illustrate the importance of starting a plan now? Last quarter, we made several enhancements to our planning calculators in Globe HySales that enable you to create the most realistic investment plans possible. In this step-by-step, we’ll walk you through creating an investment plan using the ‘Retirement Planner’.

Step 1: To access the retirement planner, click the < > button and select <Retirement>. Under the ‘Retiree’ tab, enter the name, desired retirement age, etc. for your client. You can also add information for your client’s spouse.  Select the box next to ‘Spouse’ and enter the relevant information. Deselect the box if you do not wish to include the spouse’s information.

Step 2: Next, click the ‘Rates’ tab to enter the annual inflation rate, the annual investment growth rate before and during retirement and the tax rate during retirement. Under the ‘Supplemental Income’ tab, enter the estimated monthly government pension income. You can also include any additional expected income and the frequency with which your client expects to receive it. 

Step 3: Select the ‘Goals’ tab and enter your client’s desired retirement income and the frequency with which your client expects to receive it. You can also choose to enter a lump sum amount if your client wishes to leave an inheritance to his/her heirs. Click the ‘Investments’ tab and enter how much your client has saved towards retirement thus far. Under the ‘Planned Future Investments’ box, enter your client’s investment plan and how often he/she contributes to the plan. In the ‘Investments Increase by’ fields, enter the amount and frequency with which the investment increases, if any. Click the <Add Another Future Investment> button to add this information to the summary box. If you wish to edit the investment plan, simply click the <Edit> button and modify the information. When you’re finished, click <OK>.  A report will appear letting your client know exactly what they need to do to meet their investment goals. To really drive the point home, click the < > button to graphically display the plan and show the current shortfall. And those excuses should disappear.

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