For financial advisors with decades of experience, it’s natural to reflect on the journey—cold calls that turned into lifelong clients, handwritten plans, and countless milestones shared. But now, many long-standing clients are asking a new and deeply personal question: “When are you planning to retire?”
It may feel unexpected, but it’s a sign of trust. Your clients are thinking about their future—and they want to know you’re doing the same. Whether retirement is five or fifteen years away, now is the time to start planning your next chapter. Here’s how to begin the succession conversation with clarity and confidence.
1. Shift the Perspective: It’s About Them, Not You
Even if you feel passionate and energized about your work, clients need confidence that their financial future won’t be left in limbo. Having a clear succession strategy demonstrates that you’re thinking long-term—just like you’ve encouraged them to do.
Start by asking yourself:
- What would happen to my clients if I suddenly had to step away?
- Have I begun identifying or mentoring a potential successor?
- Am I making business decisions today that support continuity tomorrow?
Your clients need to see that you’re not just focused on their retirement—you’re actively preparing for yours as well.
2. Learn From Advisors Who’ve Successfully Transitioned
You’re not the first advisor to face this turning point. Many seasoned professionals have already walked the path of succession and retirement planning.
Reach out to peers who’ve:
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Sold their practice or merged with another firm
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Hired or promoted junior advisors to carry on their legacy
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Transitioned into a part-time or consulting role
Ask them:
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What went smoothly?
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What do they wish they’d done earlier?
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How did they communicate the change to their clients?
These insights can be invaluable and often provide the momentum you need to take your first steps.
3. See Yourself Through Your Client’s Eyes
Imagine how you’d feel if your trusted doctor or CPA retired without warning or a transition plan. You’d feel anxious—and maybe even betrayed.
Your clients feel the same way. They’ve entrusted you with their future, and they deserve a seamless experience, even if you’re no longer the one guiding them personally.
Succession planning isn’t just good for business—it’s a powerful way to honor the trust and relationships you’ve built over your career.
The Bottom Line: Planning Your Retirement is Part of Serving Your Clients
The question, “When are you retiring?” is really another way of saying, “I trust you. I hope you’ll help me through whatever comes next.” It’s a compliment—and a call to action.
By proactively exploring succession options, you’re not only protecting the business you’ve built, you’re also giving your clients what they need most: clarity, stability, and peace of mind.
