The other day a friend asked me how I felt about the upcoming Indianapolis Colts season without Peyton Manning. The headquarters for the OneAmerica companies is in Indianapolis just a few blocks north of the Colts’ stadium. A part of me wonders how well the Colts will do without their offensive superstar; while another part of me looks forward to seeing new players lead the team and, hopefully, develop it into a contender for another championship.
My friend’s question made me remember another conversation I had with one of our agents, Joe Sigman, who uses LEAP, a macro-economic selling system. Joe shared that he uses a football analogy to represent his clients’ retirement assets (which can include savings, CDs, 401(k)s, money market, etc.). In Joe’s analogy, these retirement assets represent the offense. You have the quarterback, wide receivers, tight ends, etc. These assets work to put “points” on the scoreboard.
One of the first questions Joe asks his clients is if their assets are playing as efficiently as possible. Is there a player on the field who should be on the bench? Are all their assets working together in a way to effectively pursue the clients’ retirement needs and protect his or her family’s finances?
The second question Joe asks his clients is if their assets will work in most circumstances? Will they continue to “play” if they get injured? For instance, what if the breadwinner of the family loses his/her job? Would that threaten the performance of a 401(k) over time?
Have your clients figure out which of their assets is the “star player” and determine if it would still be able to score points and perform in all or most circumstances. Just as a football team’s fortunes can suffer from injuries that lead to underperformance, your clients’ assets may be exposed to risk if they are not properly protected.
Have them start to look at the game a bit differently — add new players off the bench and take out the ones who aren’t up to the challenge. You want to strategically position yourself to perform well for many seasons to come and hopefully win the big game — retirement.