The worsening economy has many high-net-worth Boomers ready to take action, according to the fourth annual survey conducted by Bell Investment Advisors that polls Boomers turning 60. Survey results showed that 61 percent of affluent 60-year-olds said they plan to make a change in their investment strategy this year. A third said they want to invest more in fixed vehicles.
In another study by FUSE Research Network and Mast Hill Consulting, 62 percent of post-retirees said they find it difficult to map out strategies for living comfortably through retirement, including deciding what amount of income they can feasibly withdraw from their savings each month. That is up from 49 percent in 2006.
“With all that’s happened in the last six months, people who are nearing retirement or newly retired are desperate to know how their situation has changed,” said Bill Kauffman, Director of Life and Annuity Marketing for Senior Market Sales, Inc. “They need an agent or advisor with the knowledge and patience to sit down with them and run a complete analysis of their situation, identify problem areas and offer solutions. Agents who can do that will have a distinct advantage over their peers.”
To help independent insurance agents with this, Senior Market Sales is now offering the Retirement Reality Check Selling System. This free system aims to equip agents and advisors with the tools and training necessary to begin offering total retirement solutions, including financial planning, insurance protection and health care considerations. As a concept, the Retirement Reality Check system stresses the importance of developing a complete retirement plan, rather than simply selling products.
The Retirement Reality Check consists of a powerful software program that allows agents to run a full diagnostic on a client’s retirement outlook, training on how to use the software, coaching on Senior Market Sales’ field-tested three-step sales process and sales collateral (sales letters, questionnaires, etc.).
Independent agents can sign up to receive their free Retirement Reality Check software and view program highlights at
http://www.seniormarketsales.com/
The Retirement Reality Check software helps agents answer the following questions:
• When can the client expect to safely retire?
• How much monthly income will they need?
• What would a long-term care stay do to their portfolio?
• How might market losses affect their savings?
• How long will their savings last?
“With our software and training, agents can run illustrations that show exactly what kind of shape their client’s retirement is in,” Kauffman said. “With the RRC, rather than just saying “you need life insurance,” you can run illustrations that demonstrate the need and offer solutions.
Upcoming training sessions are scheduled for March 17 and 18. The first training session introduces agents to running illustrations and conducting needs analysis with the software. The second covers how to close life, annuity and long-term care sales using those illustrations.
About Senior Market Sales, Inc.
Senior Market Sales has worked to help independent agents sell insurance in the mature marketplace for more than 25 years. Specializing in Medicare Supplement, Medicare Advantage, Annuities, Life, Long-Term Care and Travel insurance, Senior Market Sales is committed to helping agents leverage their time, make more money and grow their business. Senior Market Sales offers quality products from some of the industry’s top carriers, as well as personalized service, cutting-edge online tools and lead programs. Senior Market Sales has operated out of the same location in Omaha, Neb., since 1982. Visit http://www.SeniorMarketSales.com for more information.
