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.
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.
You don’t need a 40-page analysis to uncover value. Most opportunities show up quickly if you look for these:
If a client’s “safe” money is lagging current options by a wide margin, that’s not safety—that’s erosion.
Income timing, health risks, and tax exposure evolve. Products bought years ago weren’t built for today’s realities.
When money doesn’t have a purpose—growth, income, protection, or liquidity—it usually needs attention.
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.
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.
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.
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