Why we plan holidays, not retirements: Changing the client conversation

I recently stood in front of a room full of financial services professionals and opened with a simple question: "Who here has a retirement plan?" About half the room raised their hands. These weren't disinterested passersby; they were people who work in financial services and I dare say that this result would have been the same at any similar industry event. Next, I asked: "Who has planned their summer holiday?" This time, nearly everyone – 80 to 90% – raised their hands. This contrast might seem trivial, but it reveals something deeply troubling about how we perceive retirement plann...