Retirement isn’t just about having enough money. It’s about knowing how to spend it with confidence.
For many clients, the gap between those two things is wide. They’ve saved for decades and then step into retirement unsure. What if I run out of money? What happens next?
This is where financial advisers make a meaningful difference – not just to financial outcomes, but to wellbeing, relationships and lifelong confidence. And in doing so, advisers are deepening engagement, strengthening loyalty, and building the kind of trust that naturally drives referrals and practice growth.
In our newly launched Lifetime Income Series podcast, advisers share the conversations, strategies and tools they use to help clients shift from the fear of running out (FORO) to living with clarity, confidence and purpose.
Here’s what they said.
1. Listen deeply to build clarity
No two retirements look the same. That’s why the most powerful thing an adviser can do at the start is listen.
In the podcast series, advisers spoke about not only understanding a client’s financial position, but their fears, hopes and lifestyle goals.
Once advisers understand the “why”, the “how” becomes easier to shape.
Using modelling and simple visuals, advisers can show clients where income will come from, how long it will last, and the role the Age Pension and innovative retirement income streams (IRIS) can play in providing income for life.
This clarity builds calm. And it also reinforces the adviser’s value early: when clients feel seen and understood, trust deepens – and long-term engagement follows.
2. Turn fear into confidence
Fear of running out is one of the biggest emotional hurdles retirees face. It’s why so many underspend in the early years, just when they should be enjoying life most.
Ben Hillier, Director, Retirement at AMP, noted this is when clients are most vulnerable emotionally, but also when advice can transform behaviour the fastest.
IRIS helps advisers show clients:
• Income that continues for life
• Stability through market cycles
• Confidence to spend, not hold back.
When clients feel this confident and supported, they talk about it in their circles – often becoming strong advocates who refer friends and family looking for the same peace of mind.
3. Communicate through tough moments
Even the best plans face headwinds – market downturns, unexpected health events, changing priorities. What matters is how advisers communicate through uncertainty.
Advisers share how they use education, modelling and clear language to keep clients grounded. Instead of reacting to headlines, they help clients focus on the structure:
• Cashflow buckets are in place
• IRIS income is stable and predictable
• Age Pension provides an indexed floor of security
Alex Berlee, Director at AGS Financial Group, talked about setting expectations early, during good times, so clients understand what to expect during volatility.
“When clients understand the structure, they’re not rattled by every bump in the market. They know why the buckets are there, and they trust the plan.”
For advisers, this is not a set and forget relationship. It’s a steady-state engagement that protects client confidence, with regular reviews as life evolves.
4. Help clients find purpose after work
Money is only part of retirement. When the work chapter ends, many clients face an unexpected identity shift. Who are they now? How do they spend their time?
Advisers in the series highlight how financial certainty helps clients focus on what really matters. Once they’re not worried about running out, they can think about volunteering, mentoring, travelling or spending more time with family.
Ben Hillier called it “removing the barrier at the base of Maslow’s hierarchy”. Once people feel secure, they can start thinking about purpose and fulfilment.
And when advisers help unlock that shift, the relationship deepens – conversations become richer, more human, and more frequent. That’s where advice strengthens beyond finances – and where lifelong client relationships form.
5. Create financial certainty for wellbeing
The impact of financial confidence runs deeper than many realise. When advisers create this stability clients feel in control, supported and safe to live more fully. It improves their quality of life and mental wellbeing.
That’s why IRIS isn’t just a technical tool. It’s solutions advisers can use to help clients live the life they’ve earned – with fewer fears and more freedom. And as advisers noted, when clients are living well and feeling supported, they often refer others seeking the same comfort and clarity. Meaning stronger retention and growth for ambitious advisers.
Why this matters for advisers
Advisers shape more than financial plans. They shape the way people experience retirement.
By listening carefully, modelling clearly and guiding clients through emotional and financial transitions, advisers help people move from fear to freedom.
IRIS gives advisers an additional structure to support that journey – without giving up investment control, portfolio flexibility or the adviser-client partnership over time.
And that leads to what truly drives successful advice practices:
• Deeper, more proactive client engagement
• More meaningful conversations over time
• Client confidence that strengthens relationships
• Advice that endures, through markets and life stages
As Sue Morris, Head of Strategic Advice and Senior Financial Adviser at Hyland Financial Planning, says: “The biggest thing I’ve seen is that they’re acting on [their plans] when they want to. They’re not waiting 10 years into retirement to do the things they dreamed about.”
That’s the heart of modern advice: it protects wealth and unlocks the freedom for clients to live well, right now.
Listen to the full Lifetime Income Series on Ensombl to hear how advisers are helping clients retire with confidence.
