Filed Under:Health Insurance, Medicare

Industry Survey 2012

Cover Story


Whether marketing to men or women, seniors or boomers, the industry must tailor its solutions to each individual.

The torch is being passed

As they have ever since they arrived on the scene en masse, baby boomers are making their presence felt in the retirement advisory business. Thus they are forcing advisors and the industry as a whole accustomed to dealing with the Silent Generation or even the Greatest Generation to change their marketing and selling techniques as well as product mix.

Business is booming…

Are the older baby boomers having an impact on your business?

Mars vs. Venus

Do you change how you sell and market when dealing with a man or a woman?

Place your bets…

From the 2011 SMA Industry Survey:
Annuities were the darlings of the industry last year: 41% reported such products as their top seller, with life insurance coming in second at 31%. Long-term care inched up from 9%. Yet this year’s results verify last year’s prediction: 67% of the survey takers anticipated an upturn in life insurance sales.

2012 was a good year for…

Custom made

Tailor your approach to the individual.

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Nichole Morford

Nichole Morford
Managing Editor

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