The Advisor’s Secret Advantage: Supporting the Human Side of Wealth

Opening Insight

Advisors often tell me that their most rewarding client conversations have little to do with money. They’re about values, fears, family, purpose, and what comes next.

When clients approach retirement, the technical aspects—investments, taxes, and distributions—are only part of the equation. The deeper challenge lies in helping clients emotionally prepare for a major life shift. That’s where your secret advantage as an advisor lies: your ability to connect with clients as people, not just portfolios.

Core Insight

Trust is your currency. Clients rarely remember market projections or policy details, but they never forget how you made them feel understood.

When you ask questions that go beyond finances, you show you’re invested in their well-being—not just their balance sheet.

Even the most financially prepared clients can feel anxious or adrift once they leave work. Advisors who anticipate these emotions—and normalize them—help clients make steadier, more confident decisions.

During my travels in the field with sales leaders in the Public Sector Retirement business, I observed first-hand how conversations with prospective retirees—public safety professionals, police, fire, and government entities—often weren’t solely focused on the financial aspects of retiring. The best leaders were the ones who were fully present, mirrored what they heard, and offered meaningful support through their response. This goes back to “trust being the advisor’s currency” and meeting the client where they are.

As the wave of retirements continues, advisors who support both financial and emotional readiness will stand out. Integrating non-financial conversations strengthens retention, referrals, and reputation—because clients remember who helped them thrive, not just survive retirement.

Mini Tool / Conversation Guide

1. What do you hope this next chapter of life allows you to do—or stop doing?

2. When you picture a great week in retirement, what’s happening?

3. How do you want to stay connected, challenged, or contributing after you leave full-time work?

4. Who do you want to spend more (or less) time with in this next chapter?

5. What worries you most about stepping away from work—and what excites you most?

Call to Action

If you’re exploring how non-financial retirement coaching can support deeper client conversations, I invite you to visit careerpointeconsulting.com to learn more or schedule a brief conversation.

About the Author

Rhonda Fekete is an International Coach Federation Professional Certified Coach, Certified Professional Retirement Coach, and Leadership Development Coach. She spent nine years with a Fortune 100 financial services firm as a Sales Coach & Leadership Development Consultant and now partners with financial advisors to help clients thrive beyond money.