A new client visited us recently. Some lifelong friends, who are long-term clients of our firm, had referred them. The new clients had recently gone to a seminar and participated in an online planning process. It's now very popular for firms to have people take “standardized tests” to determine their planning parameters. The results painted a particularly bleak future for them, including needing to save more money each month than anyone reasonably could in today’s world or suffer the alternative of having to continue to work until they were 76 years old assuming they could keep their jobs, skills, and health for that long. Sometimes I think the firms that do this really believe that fear is a good selling strategy, but it created a perfect time for them to come in for a conversation. We sat down and flipped through their sixteen-page report that had been created from the standardized tests.