RSSA Member Training Presenting to Clients

1. Member Training
Presenting to Clients

2. Our internal RSSA team has found that creating a presentation template works very well. We encourage you to use
PowerPoint to create template slides that can easily be changed, and it also makes it easy to present to clients. The
reports from the software provide details, but organizing your thoughts with a document they can refer to is very
important as decisions are made in the future. A presentation sets expectations and creates an organized method of
education, helps clients understand benefit options and financial impacts, and ensures they have confidence with
their decision and plan.
Presenting to Clients
1. Social Security Analysis
2. Starting an Analysis
3. Table of Contents and Analysis Outline
4. Present to Clients
5. Summarize and Follow Up
Presenting to Clients
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3. 1. Social Security Analysis: Your Social Security analysis is what you will present to clients to help them understand
their options and the Social Security rules that directly impact their benefits. Create a template based on the key
factors below and when needed, add in other information that may be helpful based on unique client
circumstances.
Social Security Analysis
Special Circumstances:
• Disability
• Disabled children
• SSI
• Non-covered pensions
• Children’s benefits
• Family maximum benefit
• Benefit calculation details
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Key Topics to Include:
Understanding Social Security important terms
Types of Social Security benefits
Eligibility dates and timing
Future earnings
Claiming options
Annual benefit details
Things to consider before making your plan
Finalizing your Social Security benefits plan
How to apply for Benefits, Resources, and Questions

4. 2. Run a preliminary report: As soon as you have the client’s information and earnings records, run a preliminary
report to ensure you have everything necessary. Review the report and understand the results of the maximized
filing dates. Research the results and understand them so you can present the findings to the client.
3. Run additional reports as needed: Additional reports will provide supplementary filing options for the
client. Alternate filing dates, future earnings, longevity, distribution dates from a non-covered pension, and other
variables may create viable filing options for the client. Reports for couples create additional variables as well and
should be tested. Understand that the software provides the maximized option and a “What If” option. Running
several “What If” options provides the insights necessary for a full range of possibilities and recognize that the
maximized option is not always the best option for each client. Save the results of each report and name each
report so that you understand the variables. Prepare these options in your presentation.
Starting an Analysis
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5. 4. Set the agenda and key points you want to discuss: Now that you
have results, you need to organize how to present these alternate
scenarios. Set your agenda or “Topics for Discussion” with the intention
of educating the client on the key items that impact them.
5. Create the detail, data, charts, and graphs for each key item: Add
your content carefully one page at a time. Practice and consistency will
help build better presentations for each new client.
6. Integrate the reports into the presentation: You can copy parts of
the reports into the presentation as needed. Charts and graphs are
helpful, but one page that summarizes the clients most likely claiming
options is very helpful to them. Include monthly and annual results and
include the survivor benefit amounts when working with couples. In
addition, you may elect to copy the annual benefit report detail for
each scenario into the presentation to provide a high level of detail.
Table of Contents and Outline Analysis
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6. 7. Social Security Review: Whether in person or over a video call, you should present to your clients in a simple
and concise way. It is easy to present by using PowerPoint presentations. This makes it easy to share your screen
for a video meeting and can be sent to your client after your meeting. Once you have created a PowerPoint Social
Security Analysis template, you can add or remove slides as appropriate for each client. During your review, you
should educate your client on their options and the Social Security rules that impact their benefits based on their
personal circumstances.
8. Consider and discuss other income sources and the effects on filing strategy: Depending on other income
sources and future earnings, certain strategies may not be possible. For example, discuss if delaying until 70 to
file for benefits is possible based on other income. Understand the thinking and goals of your client. It’s your
responsibility to provide the highest yielding benefit strategy and alternatives. Discussing the feasibility of these
options will provide the best strategy and comfort level for each client.
Present to Clients
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7. 9. Ensure the client knows their next filing or decision date: We recommended that the client keeps a copy of the
presentation and supporting reports with their tax documents to ensure an annual review of their Social Security
filing strategy. For some clients, it may be more immediate. Ask the client if they would prefer a hard copy of the
presentation and supporting reports. Paper reporting is a personal preference.
10. Complete the Social Security Analysis: Answer any questions the client may have and don’t forget to ask for a
Google Review and to refer any friends or family that may have questions about their own Social Security.
11. Wrap it up! Follow-up on any items promised. File your documents securely by client. Update your CRM. And
lastly, bill the clients for your service. You have earned it!
Summarize and Follow Up
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