It seems counterintuitive: Encouraging clients to spend some of their savings, rather than being the stereotypical, controlling drill sergreant tightly focused on building up assets. Consider the view of Kol Birke, a CFP at Commonwealth Financial Network in Waltham, Mass.: "As a financial behavior specialist, I think we should be encouraging clients to live their best lives," even if that includes advice that results in a client spending down savings and reducing assets under management.
"These counterintuitive, unexpected conversations cost very little in terms of fee differential and provide a place where clients feel that you have their best interest - not your best interest - at heart," Birke explains.
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