Most advisors would like to acquire affluent clients but few know how to do it. This workbook provides steps, backed by research, to help you acquire affluent clients―and adopt a “can-do” mindset.

According to Dr. Joseph Coughlin, director of the MIT AgeLab (agelab.mit.edu), retirement is made up of four phases (hartfordfunds.com/days). The Honeymoon Phase is the first one. Advertising portrays this time being filled with beaches, bike riding, and golf. It’s true that if you’ve stopped working, you’ll have more time for leisure activities. You might even think, “This is the life. This is what I want my retirement to be like.” But after a while, these activities can become routine. They might not provide the happiness we expected.