How to support clients whose contracts mature soon

Keeping capital payouts in view

For many clients, the maturity of an endowment life insurance or a fund-linked policy is a significant milestone. The question "What now?" comes up when a larger sum is suddenly available. The joy of the payout is often mixed with uncertainty and a sense of being overwhelmed. This is where you are needed as a competent intermediary, to provide orientation and show tailored solutions.

The complexity of capital payouts
A capital payout brings both opportunities and challenges:

• Inflation and interest: without a well-thought-out strategy, hard-earned capital can lose purchasing power. The inflation rate in Germany was expected to be 2.8% in October 2026, and the European Central Bank's deposit rate has been 2.5% since September 2026 (Destatis, ECB). Anyone who parks the maturity benefit in an account paying interest below the rate of inflation loses value in real terms.
• Tax pitfalls: a lack of knowledge about tax aspects can mean that a considerable part of the payout goes to the tax office.

Many clients are unsure how best to use their capital to reach their financial goals while minimising risks.

The opportunity for individual advice This is where your expertise comes in. In this situation, you can contribute your know-how and stand by your clients as a trusted point of contact. With individual advice, you help them protect their capital while securing it sensibly for the future or growing it.

Convincing arguments for your clients

• Offer attractive reinvestment solutions: modern investment options offer a wide range of opportunities for individual and effective financial planning. For clients who receive capital sums at a younger age in particular, fund-linked pension insurance can be an attractive option. It allows them to participate in the capital markets while benefiting from comprehensive insurance cover. Tax-advantaged retirement provision also plays a decisive role. The Rürup pension, also known as the basic pension (Basisrente), is particularly interesting for the self-employed, because the contributions are tax-deductible. It offers a state-supported way to save for retirement over the long term.
• Emphasise flexibility: adaptable products play a decisive role in meeting clients' individual needs. Flexible withdrawal plans give access to one's own capital in the event of unforeseen events. This flexibility provides financial security and allows clients to respond appropriately to unexpected situations. Mixed models that combine different asset classes ensure a good balance between return and security. Through diversification, clients benefit from the opportunities of different investments while minimising risk. Individually adapting financial products is just as important. Advice geared to the client's life situation ensures that products can be adapted to personal changes, such as a new addition to the family or a change of job. Such adjustments ensure that the financial strategy always matches current circumstances. In addition, options for top-ups or contribution reductions increase clients' financial flexibility. They allow contributions to be raised or reduced depending on the financial situation, which gives clients better control over their own financial planning.
• Communicate tax advantages: taxes play a major role in reinvestment. Support your clients in finding tax-optimised solutions to maximise the net payout. To make the best use of the tax advantages, you should help your clients minimise capital gains tax through long-term investments and the use of tax allowances. It is also important to inform them about the taxation of pension payments by explaining the differences between immediate and deferred annuities. For complex matters, recommend working with tax experts to make use of every option and arrange individual tax situations to best effect.

The path to a successful advisory meeting

A) A comprehensive needs analysis

• Establish goals and wishes: ask about your clients' short- and long-term plans.
• Assess risk appetite: find out how much risk your clients are willing to take.
• Take financial commitments into account: include existing loans, running costs and family planning.

B) Using modern advisory tools

• Play through scenarios: use digital tools to visualise different investment options.
• Create transparency: help your clients better understand the effects of their decisions.

C) Personalised sample calculations

• Individual calculations: show how different investments affect their wealth.
• Compare options: set return, risk and liquidity side by side.

D) Reference stories as a basis for trust

• Share success stories: present anonymised cases in which clients have benefited from your advice.
• Point out learning moments: use past challenges as examples of proactive action.

E) Offer a long-term partnership

• Regular reviews: offer to review and adjust the investment strategy regularly.
• Open communication: encourage your clients to come to you with questions or changes.

F) Sustainable investments

• Introduce ESG criteria: explain the importance of environmental, social and governance factors in investing.
• Emphasise long-term benefits: show how sustainability and returns can go hand in hand.

G) Inheritance law considerations

• Raise succession planning: for larger estates, planning early makes the difference.
• Work with tax experts: offer comprehensive solutions through partnerships.

Conclusion: your role as an indispensable partner for financial security
The payout of capital from maturing contracts is a decisive moment in your clients' lives. With your expertise, you actively shape this transition and help them reach their financial goals and create security for the future. By offering individual solutions that take tax, economic and personal aspects into account, you strengthen your position as a trusted intermediary. You support your clients' financial security in retirement and strengthen your client relationships over the long term, as well as your own business success.

Article published by Prosperity Solutions AG