Workplace retirement accounts are a crucial part of your clients’ financial plans. With Pontera, you can bring it into the broader strategy you manage for them and provide ongoing 401(k) management as part of your service.
It all starts with a 4-step game plan. This playbook is a simple way to introduce 401(k) management to clients: Explain why it matters, how it fits into your service, address their questions, and help them get started.
1. Expose the gap
Explain to your client what's been challenging up until this point.
Talk track
“Your workplace retirement account that you’re currently contributing to is sitting outside the investment strategies I’m helping you manage today. As your advisor, I want to help you stay on track toward your retirement goals, but I haven’t been able to see that account day to day and truly incorporate it into your broader portfolio strategy.”
2. Position the upgrade
Lead with the service upgrade, not the software.
Talk track
“I can now provide an elevated level of service that changes how we manage your financial picture. I can provide quarterly rebalancing to help keep your 401(k) aligned with your broader strategy. I’ll also receive timely updates about changes to your workplace plan, such as a new fund lineup, so I can review them and make adjustments when needed. This helps me make the right adjustments on your behalf.”
3. Answer questions with confidence
Help clients feel informed and comfortable.
Talk track
“You authorize the connection, and I never see your login credentials. Pontera is built to connect your workplace retirement account securely, so I can include it in the broader strategy we manage together. I’m happy to walk you through the process and share more about the security measures in place.”
4. Frame the next step
Make the handoff simple.
Talk track
“If you’re comfortable moving forward, the easiest next step is to connect your account together now. Then I can start including it in the same broader strategy as the rest of your plan.”
Find the right clients and start the conversation
Look for a natural opening with your client:
They ask about their 401(k). They bring statements to reviews or want your guidance on their workplace account.
Market volatility is hard for them. They call with concerns about the accounts you already manage.
Their workplace account is a major part of retirement. It may be their largest asset—or their primary nest egg.
You’re onboarding a new client. Make workplace retirement accounts part of your process from day one, as part of managing their full financial picture.
When you recognize one of these moments, you can say: “Let’s talk about how your workplace retirement account fits into the rest of your plan.”