美国有数以千计的金融规划者和顾问，其中许多人帮助人们保存退休。但是，在工作结束后，他们很少有人律师与他们的生活有关。Scott Hanson，创始人兼独立咨询公司的合作公司Hanson McClain，旨在改变退休人员的方法。
Hanson, 50, got his start in financial planning at Lincoln National Corp., the life insurer now known as Lincoln Financial Group, in 1990 after earning a finance degree from California State University, Chico. At that time, the firm let new advisers earn their Certified Financial Planner designation, and he took advantage of the opportunity. “I thought I’d learn more about financial planning,” Hanson recalls, “and it seemed like the wire houses at the time were all about making cold calls.”
但是创业错误很快回收了Hanson，他曾像大学生一样经营着树修剪的业务。1993年，与来自林肯的同事命名为帕特里克麦克莱恩，他推出了自己的公司。今天，汉森麦克莱恩拥有70名员工，并为4,000多家客户设定20亿美元;它还在建议下拥有一个单独的全国范围的财务顾问网络，达到15亿美元的资产。
Hanson recently visited亚博赞助欧冠纽约办事处与高级作家德国丹麦聊天，丹麦关于他多年来学到了什么以及他对新的退休规划模式的愿景。
Hanson McClain如何首先获得牵引力？
一开始就倾斜，但我们有一点幸运。我在林肯国家在林肯国家卖出了一项职业保险计划的脊椎按摩师，要求我问我是否可以帮助他的妻子在太平洋贝尔收到退休报价。AT＆T和Pacific Bell在20世纪90年代缩小了这项技术的变化，电信竞争的影响增加。我意识到，很多人离开 - 成千上万的人最终在未来20年里 - 他们不知道该怎么办到他们的早期退休。
Depending on when somebody retires — which day, which quarter — it could have a big impact on their retirement. There were also different kinds of offers, so it was hard for people to figure out which was best for them. We created spreadsheets to help people figure that out and started an education program. Local brokerage houses had a different, product sales approach that differentiated us. Soon other independent advisers around the state of California were interested in using our techniques with telecom retirees in their region, so we started the Hanson McClain Retirement Network. At one time, there were 400 advisers nationally, but we’ve stopped recruiting and are down to 40, including some of the original group.
近年来电信养老金问题发生了变化吗？
不，这一问题在25年内没有改变。公司投入退休计划，甚至是医疗计划的旋转并不一定是员工的最佳利益。任何时候公司都试图节省成本，他们总是对员工进行积极的旋转。我们削减了这个并问道，“这里真正的故事是什么？”
除了用电信退休人员建立一个利基，你还吸引了新的业务吗？
我们开始了一个无线电计划in 1995 calledMoney Mattersand are about to celebrate our thousandth episode. Back then we met with Ron Carson, founder of Carson Wealth Group in Omaha, Nebraska, who recommended this approach. We came home and talked our way onto a local radio station. One thing that always strikes me is that people who have complex financial problems would call a stranger on a radio program to get a four-minute answer. I sometimes think, “Is it that difficult to find a trusted financial adviser?”
How has your view of retirement changed?
当我们进一步考虑到退休时看起来像我们的客户有什么需要，我们开始以不同的方式查看退休。很多电信退休人员都会在早期退休，所以我有20年才能观察它们。一位良好的财务顾问试图帮助人们在他们的生活中找到清晰度，以便他们可以制定财务计划和投资工具来满足这些目标。但大多数人没有太多了解他们的生活将是什么样的。金融服务业将退休作为坐在沙滩上或每天打高尔夫球。但我们发现，即使你能负担得起这种生活方式，我们都不会在接下来的25年内一直在这一切的生活。
您的退休计划模式如何发展？
这不是你可以在高尔夫或鱼类或无论你的爱好是什么的天数。这是我们与他人的互动，并为他人的生命带来了有目的的承诺，无论是通过志愿者还是有偿工作或新的职业。今天65岁的人可以期待直到80年代末期。但是，在我们60岁时，有助于我们有助于我们弄清楚。一种2014 study来自Merrill Lynch表示，70岁以上的72％想要继续在“新，更灵活和履行的方式”中退休的工作。这不是因为他们都需要钱。事实上，这些工作的较高比例更高，是受过教育和富裕的人。
深入挖掘未来退休需求,我们所做的a project with MBA students at the University of California, Davis, and hired a research company that used a 30-year longitudinal study from the University of Michigan. I think the employment marketplace is going to shift to a gig economy for retirees and older people are going to have more opportunities to work in the future. I envision retirement counselors helping retirees just like career counselors do with workers in early or midcareer. We’re still in the early stages of this, but it’s pretty exciting.
在Twitter上关注弗朗斯丹麦@francesdenmark。