Deliver a winning presentation

Sometimes, recommending the best retirement plan solution isn’t enough. How you deliver the message can make the difference in winning the plan. Here are some steps you can take to create a clear, comprehensive and memorable finalist presentation.

1. Outline the presentation

A well-organized presentation will make it easier for your audience to follow and to remember. It'll also help keep you on schedule. We recommend creating an outline that focuses on these key areas.

Your role. Share your value proposition statement (VPS) to let your audience know what you bring to the table, that you plan to be a key partner for the plan and you’re ready to help them:

  • Make a smooth transition to the new plan.
  • Monitor investments (as appropriate).
  • Ensure the plan meets necessary rules and regulations.
  • Understand their fiduciary responsibility.


Opportunities for improvement. Recap what you learned in your earlier fact-finding meeting to demonstrate that you listened to your audience and their concerns. Also leave room for other issues that may have come up since. Common pain points include:

  • Recordkeeping and administration
  • Investments
  • Employee education
  • Plan costs


Recommended solution. Retirement plans come in all shapes and sizes. Carefully walk your audience through the solution you’re recommending so they understand why you believe it’s right for them. Be sure to position each of the components as a benefit that addresses key concerns.

Next steps. Close your presentation by driving home your key points to remind your audience what you bring to the table.

  • Reiterate your role.
  • Restate the key issues.
  • Summarize your solution and the benefits.
  • Thank your audience for listening.
  • Make a trial close: Ask for the business if it seems appropriate.

Resource to use:

Create a Value Proposition Statement

2. Create an agenda

Put together an agenda that you can hand out the day of your meeting to help guide your presentation and keep the discussion focused on what’s important. Doing so can also emphasize your organizational skills and professionalism.

3. Craft the message

Now it’s time to think about what you’re going to say. Here are some guidelines you can follow as you develop your talking points.

  • Establish credibility. Open the meeting by reviewing the agenda to make sure everyone is comfortable with your topics. Next, state the value you can bring to the plan using your VPS. Review the plan’s goals and needs. Then, ask if there are any new concerns.
  • Build trust. Divide the main part of your presentation into components. You can do this easily by following our retirement plan proposal in sequence. As you present, be sure to emphasize the ways in which your recommended solution addresses the most important concerns of your audience.
  • Instill confidence. Close the meeting by reviewing the highlights of your presentation, and ask if anyone has questions. If you’re confident that you’ve addressed all of the questions, try making a trial close by suggesting an effective date and schedule for plan installation. Wrap up by proposing a meeting date to discuss plan conversion concerns and timeline.

Resource to use:

Retirement Planalyzer® — Create a detailed presentation that you can view, save or print.

Supporting products & solutions

401(k) and 403(b) Plans

Other resources

Identify the Retirement Plan Solution That Meets Your Clients’ Needs

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