Summer can be great time for reflection, for ourselves and also with clients, says Steph Willcox, Head Actuary, Dynamic Planner.
As I write this article, it’s 30 degrees outside, I’ve been to my eldest child’s sports day and school is just weeks away from shutting down for the Summer. For people all across the country Summer is a time where the pace slows, diaries open up, and they may find themselves with the rare luxury of time. Time to think, to reflect, and to dream a little. For financial advisers and paraplanners, this season offers a golden opportunity to engage clients in deeper, more meaningful conversations about their goals and the life they want to lead—especially in retirement.
We often talk about retirement planning in terms of numbers: income needs, drawdown strategies, tax wrappers. But behind every modelling tool is a person with hopes, fears, and aspirations. And summer, with its long days and slower rhythms, is the perfect time to help clients reconnect with those.
Beyond the Fact-Find
A robust financial plan starts with a strong fact-find—but it shouldn’t end there. Summer is a chance to go beyond the basics and revisit the “why” behind the plan. What does a fulfilling retirement look like for your client? What would they do if they had more time, more freedom, more energy?
Encourage clients to think about how they’re spending their time off now. Are they travelling, volunteering, spending time with family, or simply enjoying a slower pace? These are clues to what they may want more of in retirement. Use this insight to shape conversations around lifestyle goals, not just financial ones.
The Power of Visualisation
Cash flow modelling is a powerful tool, but it’s not just about projecting numbers. It’s about helping clients visualise their future. This summer, consider revisiting your clients’ plans with a fresh lens. Are the assumptions still valid? Have their priorities shifted?
You can also use this quieter period to run alternative scenarios. What if they retired a year earlier? What if they downsized? What if they took that dream trip every year instead of once a decade? These “what ifs” can spark valuable conversations and help clients feel more connected to their plan – especially if they’ve suddenly decided that spending half the year in a Spanish villa with a pool is what makes them happy.
Reassessing Risk and Resilience
Summer is also a good time to check in on your clients’ attitude to risk, capacity for loss, and vulnerability status. These aren’t static metrics—they evolve with life stages, health, and personal circumstances. A client who felt confident taking investment risk five years ago may feel differently today, especially if they’ve experienced market volatility or personal change.
Use this time to ensure your risk assessments are still aligned with your clients’ lived reality. And remember, resilience isn’t just about portfolio diversification—it’s about emotional preparedness too. Helping clients understand the journey ahead, and the bumps along the way, is just as important as the destination.
A Season for Storytelling
One of the most powerful things advisers and paraplanners can do is listen. Summer conversations don’t need to be formal reviews (and I don’t think many clients will be wanting to schedule a formal review when they’re off enjoying a relaxing holiday). These conversations can be relaxed, open-ended chats that uncover what really matters. Ask clients to tell you about their favourite holiday, or what they’d do with an extra day each week. These stories often reveal more than direct questions about financial goals.
And don’t forget to share stories too—about other clients (anonymously, of course), about common challenges and creative solutions. Storytelling builds trust and helps clients see themselves in the journey.
Planning with Purpose
Ultimately, financial planning is about enabling lives well lived. Summer gives us a window to help clients step back from the day-to-day and reconnect with their purpose. Whether they’re five years from retirement or already there, this is a chance to ensure their plan still reflects their values, their dreams, and their reality.
So, as your clients take time off, take the opportunity to go deeper. Ask better questions. Listen more. And help them build a future that’s not just financially secure, but personally meaningful.
