As the prospect of retirement looms, financial advisers often face the challenging task of advising clients who may need to delay their retirement plans. For many clients, hearing that they should continue working is not only unwelcome but can also trigger anger and frustration—sometimes leading to the termination of their advisory relationship.

So, how can advisers broach this sensitive subject without sparking resistance? Ginger Ewing, a certified financial planner in Eagan, Minn., suggests starting the conversation positively. “I always start off with, ‘What can we be confident in?’” she says. By focusing on the positive outcomes of delaying retirement, she aims to empower clients to see their options rather than imposing a decision.

Advisers like Ewing understand the importance of presenting projections that illustrate how clients’ standard of living might decline if they choose to retire early. This approach enables pre-retirees to make informed decisions about their financial future. However, the process can be complex, as Ralph Bender, a financial planner in Temecula, Calif., notes. “Clients may retire anyway,” he observes. “It’s tough for some people to think long term.”

Bender recalls a former client who insisted on retiring in her mid-50s despite having limited savings. His advice went unheeded, and she eventually switched to another adviser. This experience taught Bender the importance of allowing clients to feel in control of their choices. He now frames the conversation as, “If you want to retire now, here’s how long your money will last,” giving clients the autonomy to decide.

For advisers, the key to conveying the need for delayed retirement lies in establishing a strong foundation through regular meetings that track assets, review savings, and project future financial needs. This strategic approach allows clients to see a clear pathway to their retirement goals, minimizing the likelihood of negative reactions.

Ewing emphasizes the importance of empowering clients with knowledge. “The more knowledge and options you have, the more power you have to change your life to achieve your retirement goals,” she explains. This mindset can help clients reassess their plans without feeling cornered or pressured.

However, advisers often grapple with anxiety when clients are eager to retire. To counter this, Stewart A. Willis, an adviser in Scottsdale, Ariz., advocates for using financial-planning software to illustrate the long-term implications of clients' decisions. By showing how different variables, such as inflation and stock market returns, can impact cash flow, advisers can help clients visualize the potential outcomes of their choices.

Willis believes that this visual approach tends to resonate more effectively with clients, allowing them to draw their own conclusions about their retirement timing without feeling dictated to. As he notes, “It should never come as a surprise” when clients confront the reality of their financial situation.

In a world where retirement is often viewed as a finish line, financial advisers play a crucial role in helping clients navigate the complexities of their financial futures. By fostering open communication and empowering clients with knowledge, advisers can help them make informed decisions that align with their long-term goals.