Building a book of retirement plan clients for an investment advisor is tough work. Clients don’t fall from trees and it can take months or years to actually land the potential client that you have visited and called countless times. While adding clients to a retirement book of business is important to grow, so is client retention. It is easier to lose clients than it is to gain. Having worked 24 years in the retirement plan business closely with investment advisors, I have seen firsthand how easy it is to lose clients. If you follow some of the steps I’ve outlined, you can avoid losing your retirement plan clients without really trying.