Filed Under:Life Insurance, Life Planning Strategies

Advisors find retirement income planning a challenge

Four in 10 financial advisors say having retirement income discussions with clients is very or somewhat challenging, according to a speaker at the Insured Retirement Institute’s IRI Marketing Forum, held in New York City on Thursday.

Howard Schneider, president of Practical Perspectives, delivered that message as moderator of an afternoon workshop, “Strategies for Advisor Engagement. Participating on the panel were Rodney Allain, a senior vice president and national Sales director of Prudential Financial; James Brown, executive vice president of Advisor Group; and Craig Lombardi, managing director and head of sub-advisory and defined contribution sales for AllianceBernstein.

“Roughly 80 percent of our education content now is focused on helping advisors identify planning solutions, as compared to 20 percent that’s focused on product training,” said Brown. “Seven years ago, these ratios were reversed.”

Lombardi echoed Brown’s points, observing that Social Security, healthcare, long-term care, as well as outliving one’s income, are repeatedly listed as the top concerns of clients in surveys that AllianceBernstein conducts.

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Nichole Morford

Nichole Morford
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