Investment News, February 23rd, 2010
In an attempt to pull further away from the transactional nature of
annuity sales, brokerage executives are using tools to help their
advisers fit product sales into a planning context.
“It’s a process — retirement income — and more detailed conversation
is needed,” Ed O’Connor, managing director of UBS Financial Services
Inc., said during a panel discussion Monday “Retirement income –
Service or Product?” at the Insured Retirement Institute’s annual
marketing conference in New York. “The conversation and the planning
tools help you parse out what’s most important to clients.”
Asking
clients about their fears — of both the markets and of running out of
income during retirement — can help advisers plan for their clients’
needs, particularly when discussions goes hand in hand with planning
tools, distribution executives said.
“There’s skepticism, fear
and an element of distrust,” said Michael Stern, a panelist and
national sales manager at Morgan Stanley Smith Barney LLC. “It’s very
apparent that advisers want this integrated with their overall wealth
management plan.
Since last year’s merger of Morgan Stanley and
Smith Barney, the combined firm has kicked off an initiative called
“the Retirement Standard.”
“It’s really centered around
building competencies and awareness,” said Mr. Stern. The initiative
involves a checklist to ensure that advisers are weighing factors such
as Medicaid elections, pension elections and health care awareness.
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