June 10, 2020 | Expert Perspective
When markets are volatile—as during the COVID-19 pandemic—they can prompt clients to worry about how their retirement investments will hold up.
Clients in or close to retirement may look to you for reassurance and answers:
Staying the course does not have to mean standing still. In fact, Vanguard research explains how you can help clients build adaptable, resilient, and sustainable retirement spending plans.
Our research paper From assets to income: A goals-based approach to retirement spending shows you how to help clients implement a personalized spending strategy. The resulting plan is a customized, responsive formula that can help reduce clients' anxiety and stress about their ability to meet retirement income goals, regardless of the market environment.
Two popular retirement spending rules are "dollar plus inflation" (a well-known example of which is the 4% rule1) and "percentage of portfolio." While simple to grasp and implement, these rules may lack the flexibility to meet every retiree's unique circumstances. Vanguard recommends a hybrid of the two approaches, which we call "dynamic spending." It allows spending to fluctuate based on market performance while remaining sensitive to significant changes. Here's how it works:
The chart below illustrates the trade-offs of the various spending rules and how dynamic spending allows for a customizable approach that can be adjusted to meet clients' personal needs. Please see the From assets to income research paper for a detailed discussion on implementation.
Clients may have supplemental, temporary income options available to them under the CARES Act.
It's important to note that clients are feeling concerns that resonate with all of us right now: They worry about the health and safety of themselves and their loved ones and the financial implications that can come with any major crisis. Showing them that you understand and reminding them of the variables they can control go a long way toward strengthening their trust.
Doing this is one of the biggest ways you can add value as an advisor. Greater trust opens the door to referrals. It can also enhance opportunities to further differentiate your practice by serving more complex client needs. View our behavioral coaching resources to learn more about how Vanguard Advisor's Alpha® and the power of behavioral coaching can augment your practice.
1 William P. Bengen, 1994. Determining withdrawal rates using historical data. Journal of Financial Planning 7(4):171–80.