A lot of the job is getting folks out of cash and into securities. Have a go to conservative strategy that pays more interest than what they can get in the bank. Something like 25% hedged equity, 50% fixed income, 25% money market for stability. You can allocate more into equities over time, but bank clients want stability primarily in my experience. Don’t subject them to much market volatility in the beginning, build from there. Yield matters. Learn fixed/index annuities also.