--- title: How to Talk with Clients About Retirement Beyond Money description: "Research for financial advisors on retirement conversations: what 3,000+ people told their future selves, and what 2,781 advisor meetings left out of the plan." image: https://content.investmentsandwealth.org/hubfs/IWR-issue4-Article%201%20Lost%20for%20Words.png --- [Skip to content](https://content.investmentsandwealth.org/publication/how-to-talk-with-clients-about-retirement-beyond-money#main-content) [![Investments & Wealth Institute ](https://content.investmentsandwealth.org/hubfs/content-hub/iwi_logo_w294_h46.svg "Investments & Wealth Institute ")](https://investmentsandwealth.org/) Explore - [All Content](https://4812204.hs-sites.com/content-hub) - [Video](https://4812204.hs-sites.com/content-hub?type=Video) - [eBook](https://4812204.hs-sites.com/content-hub?type=eBook) - [Case Study](https://4812204.hs-sites.com/content-hub?type=Case+Study) - [Blog](https://4812204.hs-sites.com/content-hub?type=Blog) - [Podcasts](https://4812204.hs-sites.com/content-hub?type=podcast) - [Webinars](https://4812204.hs-sites.com/content-hub?type=webinar) - [Find An Advisor](https://www.investmenthelp.org/) - [Contact](https://investmentsandwealth.org/contact-us) - [My Dashboard](https://portal.investmentsandwealth.org/s/login/?startURL=%2Fs%2Fhome-page) - Certifications - [CIMA](https://investmentsandwealth.org/certifications/cima-certification) - [CPWA](https://investmentsandwealth.org/certifications/cpwa-certification) - [RMA](https://investmentsandwealth.org/certifications/rma-certification) - [Help Me Choose](https://investmentsandwealth.org/certifications/compare-iwi-certifications) - [Online Education](https://investmentsandwealth.org/online-learning-financial-advisor-ce) - [Conferences & Events](https://investmentsandwealth.org/financial-advisor-conferences-events) - [Experience 2026](https://experience.investmentsandwealth.org) - [Membership](https://investmentsandwealth.org/membership) - [Publications & Resources](https://content.investmentsandwealth.org/) - [Partner Solutions](https://investmentsandwealth.org/partner-and-sponsor) - [About](https://investmentsandwealth.org/about/mission-purpose-value) Investments & Wealth Review - Number 04, 2026 # Lost for Words Why the Retirement Conversation Has to Change Hal E. Hershfield, PhD Most retirement meetings still run on three questions: How much have you saved? When do you want to retire? How much income will you need? Hal E. Hershfield, a UCLA Anderson professor who studies how people relate to their future selves, asked what clients would add. In research with Prudential Financial, more than 3,000 people held AI-driven conversations with simulated retired versions of themselves. They talked about freedom, relationships, purpose, and staying independent, and treated money mostly as the means to get there.   Hershfield then measured how much of that reaches the meeting room. Using Jump AI, his team analyzed 2,781 advisor–client conversations that touched on retirement. Planning took most of the time. He closes with five conversations advisors can add.   **Key Takeaways** - Participants described retirement as a major life transition. Age, income, and race explained relatively little of the variation in how they described it. - In 2,781 meetings averaging 55.2 minutes, well-being took up less than 1 percent of meeting time despite emerging as a leading priority. - Five conversations worth adding: identity, freedom, relationships, independence, and meaning. - Fewer than half of investors want advisors focused only on financial matters, and 60 percent of Gen Z investors see advisors as potential life coaches. Instant Access ## Read the Full Publication Our Members receive new publications by mail and in the Membership Newsletter. For immediate access—or if you’re not a member—complete the form below. ## About Investments & Wealth Review *Investments & Wealth Review* is a bimonthly magazine, written by award-winning authors from academic institutions and leading financial firms. 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Hershfield, PhD", "url" : "https://content.investmentsandwealth.org/publication/author/hal-e-hershfield-phd" }, "dateModified" : "2026-10-16T13:38:10.433Z", "datePublished" : "2026-10-16T13:06:24.000Z", "headline" : "How to Talk with Clients About Retirement Beyond Money ", "image" : [ "https://content.investmentsandwealth.org/hubfs/IWR-issue4-Article%201%20Lost%20for%20Words.png" ], "mainEntityOfPage" : { "@id" : "https://content.investmentsandwealth.org/publication/how-to-talk-with-clients-about-retirement-beyond-money", "@type" : "WebPage" }, "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "url" : "https://content.investmentsandwealth.org/hubfs/IWI%20Logos/IWI%20Logo%20Horizontal/180227_4C_LOGO_Horizontal.png" }, "name" : "Investments & Wealth Institute" } } ```