Many of us fall into the prospecting rut.  We focus a lot of time and energy looking for the next client.  While this is necessary to grow over time, we find there are several opportunities with existing clients to discuss protection solutions.  Many times, both clients and advisors think of protection solutions only when clients are still in the asset accumulation stage.  Once your clients have satisfied their retirement goals, we find their protection needs may actually increase.  These needs now shift from income replacement to wealth transfer, tax planning, asset protection, and long term care planning.