Use of advisors increases with size of payout. But if departing employees do not already
have an advisor, they will go to someone they knowthe benefits office, a co-worker or
friend, a family member, or someone those people recommend.
- Establish trust.
People will go to people they trust. So, establish trust before retirement occurs.
- Follow local company developments.
Watch for mergers, acquisitions and other moves in your area, especially at firms with
25-50 people leaving per year. These people will be making rollover decisions.
- Prospect the Human Resource director or key decision-makers.
Establish a trusted relationship with these executives, perhaps via personal asset
management services, and then propose that you also become the asset manager for
