10/16/2026
A retirement plan can reveal much more than a financial need. It can open a conversation about what a business owner is actually trying to accomplish.
Maybe they want to retain great employees, create more security for their team, or build a business that reflects what they value. The important part is giving them the space to articulate those priorities rather than assuming what the solution should be. Ben’s examples show how asking why an owner wants greater participation can uncover motivations around supporting employees that aren’t obvious from the plan itself.
When clients feel understood, new opportunities to create value can emerge naturally. Growth becomes the outcome of knowing the client better, not the objective of the conversation.
Explore the full conversation with Ben Rapp on Knowing Me, Knowing You to hear why deeper understanding can lead to deeper relationships.