The Hidden Money Sitting in Plain Sight:

Most advisors think of annual reviews as a retention task.

Top advisors treat them as a discovery process.

Not because they’re pushing products—but because today’s retirement landscape is changing faster than most client portfolios.

Rates have moved. Benefits have evolved. Needs have shifted.
Yet many client accounts are still operating on assumptions made years ago.

That gap is where new business is being uncovered.

Why “Nothing’s Changed” Is Rarely True

When clients say, “Everything’s fine,” what they usually mean is:

• They haven’t reviewed the details

• They don’t know what questions to ask

• They assume their advisor would tell them if something mattered

Meanwhile, many clients are holding:

• Old annuities crediting far below current fixed rates

• Income riders that no longer align with retirement timing

• Policies missing liquidity, care, or legacy features now available

An annual review isn’t about fixing mistakes—it’s about re-benchmarking reality.

The 3 Red Flags That Signal Opportunity

You don’t need a 40-page analysis to uncover value. Most opportunities show up quickly if you look for these:

1. Rates or guarantees that no longer compete

If a client’s “safe” money is lagging current options by a wide margin, that’s not safety—that’s erosion.

2. Benefits that no longer match how retirement looks today

Income timing, health risks, and tax exposure evolve. Products bought years ago weren’t built for today’s realities.

3. Assets with no clear job

When money doesn’t have a purpose—growth, income, protection, or liquidity—it usually needs attention.

How to Position the Review (Without Triggering Sales Resistance)

The most effective advisors avoid product talk early.

They lead with clarity.

Simple language works:

“My goal is just to confirm your money is still doing what you hired it to do.”

Or:

“We’re not changing anything today—I just want to make sure this still fits how retirement is shaping up.”

This lowers defenses and opens honest conversation.

What Advisors Are Uncovering Right Now

Across the board, reviews are revealing:

• Underperforming fixed money that could be repositioned

• Income strategies that don’t account for longevity or healthcare

• Missed opportunities to improve guarantees without increasing risk

In many cases, clients don’t realize alternatives exist—until someone shows them.

The Big Takeaway

Annual reviews aren’t about selling more.

They’re about seeing more.

Advisors who treat reviews as a diagnostic—rather than a formality—are uncovering:

• Larger conversations

• Better planning outcomes

• And yes, meaningful new business

All from clients they already serve.

Advisor Reality Check

If you’re already meeting with clients each year, you’re not missing leads.

You’re sitting on them.

s Are Becoming Advisors’ Best Source of New Business