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Peanut butter planning – how to make clients sticky

Aleen M. Swofford, CLU, ChFC

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The use of analogies and stories in retirement planning helps prospects and clients understand complex concepts in the context of their everyday lives and experiences. Swofford uses peanut butter as an example: It comes in a smooth or chunky style, and in retirement, we need both. Smooth money, like smooth peanut butter, is money that spreads evenly over an entire lifetime. Chunky money is needed for emergencies or opportunities. By having both kinds of peanut butter (investments) in their portfolio, clients can see how their needs are met.

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