Facebook advertising: Is change a good thing?

Written by: Skott McKinney, Director of Marketing & Creative services, Asset Marketing Systems

In the shadow of the Facebook privacy “scandal,” Facebook recently revealed that they’d made significant changes in their platform. I believe that this is a tactic to divert the public’s attention away from data hoarding to focus more on Facebook as a company of equal opportunity.

So, what really changed and how does this affect the financial services industry?

In a nutshell, Facebook has decided to remove approximately 5,000 targets that they felt had the potential to be misused, financial data targeting included. Facebook also states that they’ll be rolling out a new and required certification to all U.S. advertisers through its Ads Manager tool. This tool will require advertisers to register their compliance with Facebook’s non-discrimination policy before they can post ads.

Here’s a quick explanation of FB targeting:

Ads get optimized for affluent prospects. Up until recently, advertisers had been targeting potential clients by spending habits, debt, age, race, income, net worth, liquid assets, married, engaged, in relationships, birthdays, and the list goes on and on. Based on these targets, an advertiser could capitalize on your situation and habits to become part of your life and forever be present throughout your online experience.

There are a handful of other tools that help advisors determine the best client approach. A Facebook Pixel can be run hundreds of times a month, capturing user’s engagements from the second they click on an ad. This includes capturing spending habits, interests, etc. by following them across all web channels people visit. This is not changing yet, but it’s important to note because legacy advertisers will be able to leverage this captured data as a way to stay prominent and will not have to rely on the targets that are no longer available.

Many of the resources you rely on to fill your workshops primarily use Facebook. This is mainly due in part to the previous endless landscape of targets, but more specifically more GenX and Baby Boomers are users. In fact, of the 1.45 billion active users this year, 72% are age 52-64, and 62% are age 65+. To compare, in 2017 61% of users were age 52-64 and 56% were 65+.

How will seminar marketing vendors stay successful?

If a vendor has been running ads for a while, they’ll benefit from the learned information their combined ads and pixels have been capturing.

This combination of learned Pixel data and age/location targets will enable vendors to maintain qualified prospects in the changing facebook environment. I’ve learned that this methodology was deployed by a few of our vendors before the Facebook change, as a way to test success. Our vendors are claiming that this methodology is producing results similar to the campaigns sent prior to Facebook’s change.

It’s important to note that Facebook has also improved their algorithms to help offset changes, and they’re doing a better job of optimizing ads utilizing Pixels.

Final thoughts

Through 2019, I think we can expect to see moderate success from companies who have established data points, however, I suspect favorable rates of success will decrease towards the end of 2019 for companies that do not have additional resources to collect demographic data outside of Facebook, i.e., direct mail, continuously running a needs analysis to blind audiences, or list purchasing, which add complexity to the organization and may ultimately drive campaign costs up.

I believe that a change of platform is inevitable and advisors will need to turn attention to other platforms geared towards engaging the public’s desire to buy products, such as Amazon. These companies aggregate data to determine a buyer’s persona and ultimately market other products based on the buyer’s previous purchases. Imagine knowing how your clients spend money to better position you to interact with them.

Be on the lookout for future posts on the subject of alternative platforms.

It’s never too late to start your social media strategy. Click here to download Hootesuite’s 8-step guide to developing your social media presence. 

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Social Media

Written by: Skott McKinney, Director of Marketing & Creative Services, Asset Marketing Systems

I recently posted a blog and whitepaper focusing on the challenges advisors continue to face using social media. These challenges still exist, but there are ways around them and plenty of opportunities for your marketing to improve using social.

According to a recent report provided by the GlobalWeIndex, 30% of social users use social to research/or find products to buy. Additionally, they’ve identified that 1 in every 3 minutes online is spent on social media.

While surveys and research show increasing trends, I still believe that a successful marketing plan will include digital and traditional methods to produce the best results. The best advice I can give is “When you see the shiny penny, don’t assume it’s going to stay shiny. Give yourself options, and you’ll be successful.”

Download this insightful report here to see the trends dominating the social media space and to understand:

  • Which demographics are engaging with social media,
  • how users are spending their time on these platforms,
  • which devices are being used for social networking.

Click here to download the complete report summary.

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Millennials Don’t Want to Do Business With “Mom or Dad’s Agent”

Jennifer Mann, LUTCF, CLU, ChFC, CFP, vice president of the Chicago office of Lenox Advisors and 13-year MDRT member, got into this business 14 years ago because “the overall planning aspect got me excited,” she says. Her practice focuses on professionals in their 20s, 30s and 40s. She works from home most of the time, with 70% to 80% of her work done over the phone, as her clients live all over the country. We talked to her about her practice and path to success.

Your clientele skews younger. What do you like about working with this demographic?

Relative to what’s considered high-net worth, they aren’t necessarily there yet. They haven’t accumulated as much, but they’re young, and they’re going to be there. Plus, I like getting people early on, before they make too many financial mistakes, and where you’re building a relationship for the future. They’ll be clients for life, and you’ll grow with them.

Where does life insurance come in?

In the protection component; that’s when we start talking about it, but it also flows over into the retirement too. I do a lot of whole life, and while the primary purpose for insurance protection is the need for a death benefit, there are many supplemental uses for this great product as well.

Do you layer in term as well?

Yes, definitely. I typically talk about the four phases of life that life insurance can help you with. Phase one: I have a family and want to make sure they’re taken care of if something happens to me. Phase two: I’m starting to make some money, so I’m sensitive to taxes. Phase three: I’m in retirement, and I’d like the option for some tax-free income. And phase four: Whatever I haven’t spent, I’d like to pass on to whomever or whatever organization I choose versus Uncle Sam.

People may be in multiple phases at once or may skip a phase all together. But that’s how I start the conversation. My strategy is to first help them get the right amount of coverage and then the right structure as quickly as possible. We start with term and convert as appropriate.

Millennials often get a bad rap. What’s been your experience working with them?

Younger people saw what happened in 2008 and even again in 2010, and are more fearful of the market. They like the safety of life insurance, and want more guidance on the investment side. I also find Millennials are asking more questions.

From their perspective, they’re proud of doing research, asking questions and, honestly, not using “dad’s guy.” The feel like their parents’ advisor is helping them as a favor, because of how little money they have. Millennials want to be more hands on. They want to learn and not accept “this is how we do it.”

What objections do you hear when it comes to getting life insurance coverage, and how do you address them?

The biggest objection is the amount. $1 million sounds like a ton of money to people, but with younger clients, they’ve never thought about what that means. They say, “I would pay off my mortgage,” but that may or may not be the best thing for them to do. Or, they say, “My family would help,” but they don’t take into account a host of other things.

The other objection I hear is the premium. Again, they say, “My family would take care of us.” Or they’ve heard, “Buy term invest the difference,” so they’re anti permanent insurance. But once we start looking at the numbers, a lot of times that’s overcome.

What are the biggest mistakes you see fellow agents and advisors making?

For new advisors, it’s not doing joint work. Half of something is better than all of nothing. I did almost exclusively joint work my first two years, and that helped. I worked with multiple people so I could learn different styles and philosophies.

Also, some are afraid to prospect until they “know their stuff,” because they don’t want to look bad in front of friends and family and people they don’t know. But the reality is, you can always bring someone in to help with the product knowledge, but if you have no one to see, you have no business.

What can they do to improve their business or better serve their clients and prospects?

Become involved in organizations like MDRT where they are continuously learning and improving their minds, their craft and their business. And then, implement what you learn. If you‘re going to stay in this business, love what you do and care about your clients. Your sincerity shows through and that’s how you build relationships.

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DOL Fiduciary Rule Struck Down by Appeals Court

The U.S. Court of Appeals for the Fifth Circuit (which covers Texas, Louisiana and Mississippi), in a surprising 2-1 decision late yesterday, overturned a lower court decision and vacated the U.S. Department of Labor’s fiduciary rule with respect to retirement advice.

The court held that the agency exceeded its statutory authority under retirement law (ERISA) in promulgating the measure. The rule requires that advisors act in the best interests of their clients in retirement accounts and had survived repeated previous court challenges.

The Fifth Circuit decision came just one day after the U.S. Court of Appeals for the Tenth Circuit held that the DOL did not “arbitrarily treat fixed indexed annuities differently from [traditional] fixed annuities” under its fiduciary rule. Meanwhile, the U.S. Court of Appeals for the D.C. Circuit still has an active case considering the efficacy of the DOL fiduciary rule. None of these intermediate appellate courts is bound by decisions of the others.

According to the Fifth Circuit panel majority’s decision, the DOL acted unreasonably, arbitrarily and capriciously in expanding a 40-year-old definition of “investment advice fiduciary,” and did not deserve the deference that courts usually accord federal agencies. The court noted that while the DOL “has made no secret of its intent to transform the trillion-dollar market” for retirement investments, it was “not hard to spot regulatory abuse of power when an agency claims to discover in a long-extant statute an unheralded power to regulate a significant portion of the American economy.” Moreover, “far from confining the Fiduciary Rule to IRA investors’ transactions, DOL’s regulations affect dramatic industry-wide changes because it’s impractical to separate IRA transactions from non-IRA securities advice and brokerage. Rather than infringing on SEC turf, DOL ought to have deferred to Congress’s very specific Dodd-Frank delegations and conferred with and supported SEC practices to assist IRA and all other individual investors.”

Chief Judge Carl Stewart’s dissenting opinion argues that “the DOL acted well within the confines set by Congress in implementing the challenged regulatory package, and said package should be maintained so long as the agency’s interpretation is reasonable.” In his view, “That the DOL has extended its regulatory reach to cover more investment-advice fiduciaries and to impose additional conditions on conflicted transactions neither requires nor lends to the panel majority’s conclusion that it has acted contrary to Congress’ directive.”

In a joint statement, the Fifth Circuit plaintiffs (including the Financial Services Institute, the Securities Industry and Financial Markets Association, and the U.S. Chamber of Commerce) stated that “the court has ruled on the side of America’s retirement savers, preserving access to affordable financial advice. Our organizations have long supported the development of a best interest standard of care and the Securities and Exchange Commission should now take the lead on a clear, consistent, and workable standard that does not limit choice for investors.” It is still unclear what the fate of the DOL rule is going to be. The federal appeals courts are split on its legality. The DOL is going to have to decide how it wants to proceed. Typically, in a case such as this, a federal agency would decide whether to ask the full Fifth Circuit to reconsider the decision en banc or to appeal the case directly to the U.S. Supreme Court. However, this matter is further complicated in that the Trump Administration’s commitment to the DOL rule is unclear at best.

The SEC, meanwhile, has been examining whether to craft its own higher standard of client care. FSI and other industry stakeholders have continued to emphasize that they support such an SEC-created uniform fiduciary standard. These stakeholders have met numerous times with the leadership of the SEC in an effort constructively to engage with the regulators with respect to the creation of that standard. Those efforts will continue. We should not expect clarity about the DOL rule for some time yet. As always, I will keep you apprised as matters develop. Moreover, while we wait to see what happens next, I encourage you to contact me with any questions you may have.

Robert P. Seawright
Chief Investment & Information Officer
Madison Avenue Securities, LLC

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Roger Ibbotson

Roger Ibbotson, economist and creator of the iconic “Stock, Bonds, Bills, and Inflation” (SBBI®) chart, today unveiled his latest research that analyzed the emerging potential of Fixed Indexed Annuities (FIA) as an alternative to bonds in retirement portfolios.
READ MORE at PR Newswire »


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Building a Successful Marketing Plan

Growth doesn’t just happen. You have to plan for it.

Written by: Skott McKinney, Director of Marketing & Creative Services at Asset Marketing Systems

A strong marketing plan can be essential to your business success, allowing you to capitalize on your strengths, focus on your highest potential clients and relationships, and deliver your message effectively.

In this workbook, we’ll show you how to create a marketing plan in four steps.

  • Identify an ideal client or a target market.
  • Choose appropriate tools and tactics.
  • Develop a tactical plan and a marketing budget.
  • Track results and make adjustments.

Our goal is give you the tools to make marketing an integral part of your business — to help you set yourself apart from the competition and win and sustain profitable relationships.

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Nationwide New Heights

The Nationwide New Heights is not a new product but certainly needs more attention. The New Heights can accomplish quite a bit. Accumulation, Safety, Income, and Legacy. While many of us may already be familiar with the accumulation potential, I will still discuss some recent stats and information on the accumulation. However, I really would like to point out the income story the product provides and make sure none of us are missing opportunities by not adding the New Heights High Point 365 income rider.

On January 15, 2018, Nationwide increased the participation rates by 5% on the JP Morgan Mozaic II index. The JP Morgan Mozaic II index replaced the JP Morgan Mozaic I last year and performed just as well over the two-year period since the New Heights 12 has been available. The JP Morgan Mozaic II 2017 return was 9.02% on New Heights 12 contracts, and the two-year return would have been 24.32%. The index is designed to provide consistent and reasonable rates of return in any market condition. We often use the baseball analogy when we refer to the Mozaic II calling it the “single and doubles” hitter versus the homerun hitter. Let me explain, in the year 2000 through 2002, the index itself (without increased participation that we currently and have had on the product) would have returns of 6.30%, 2.37%, and 6.74% respectively. (LINK TO JP MORGAN MOZAIC II Performance – https://jpmorganindices.com) In 2008 when we saw losses of 40% in the S&P 500 the JP Morgan Mozaic II index would have returned 4.27%. Likewise, in 2013 when we saw substantial growth upward of 30% in the S&P 500, the JP Morgan Mozaic II would have had a return of 7.65%. Why is this important? We’re trying to compete with securities based product returns, but with our markets at all-time highs why would you not allocate a significant portion of a client’s portfolio to a product that can continue to provide reliable and reasonable returns with much less volatility and risk. Click here for the Nationwide New Heights 12 year rates or click here for the Nationwide New Heights 9 year rates.

See the JP Morgan Mozaic Index II brochure here to learn about the index and understand why and how it provides these consistent returns.

For those of you who have heard of Roger Ibbotson, his ZEBRA Edge NYSE index (the only FIA index branded on the NYSE) is also on the Nationwide New Heights with as high as a 135% participation and 1% spread.

The ZEBRA index gives you much more exposure to US Equities than the JP Morgan Mozaic II index would. The NYSE ZEBRA picks from US equities balancing into “cool stocks” versus “Hot stocks.” The index evaluates all 500 of the most significant publicly traded companies in the US every quarter and removes the most popular and volatile ones. The index selects an average of 197 stocks, at which point the NYSE applies a risk control methodology that makes daily adjustments to these stocks, US Treasuries, and cash.

The actual return to the Nationwide New Heights last year using this strategy was 19.55%, and the two-year return was 26.06%.

Click here to learn more about the Zebra Index Brochure, and to read an informational whitepaper authored by Roger Ibbotson and Zebra capital.

Once you understand the New Heights income rider, you will also appreciate the death benefit rider. At Asset Marketing Systems, we have had a low percentage of Nationwide New Heights contracts issued with their High Point 365 Income rider, which has a cost of 0.95% per year. We are seeing that many advisors are using the product as an accumulation and safety product only, and would prefer not to have the rider fee. We’re not trying to compete with securities based product returns, but with our markets at all-time highs, why would you not allocate a significant portion of a client’s portfolio to a product that can continue to provide reliable and reasonable returns with less volatility and risk.

It’s often easier to sell a product that has an income rider without a fee, but that product typically “charges” the client in the form of a lower cap or higher spread, which often results in lower accumulation potential. I would imagine if the Nationwide New Heights had a 100% participation with no spread or fee, but gave you the income rider for free, you would be very interested in the income rider, right?

The Nationwide High Point 365 rider has a five-year deferral requirement before activating income. The withdrawal factors increase, and the income base continues to increase even when taking free withdrawals. Your client can take free withdrawals from the contract years 2-5 to get to that guaranteed income in year six.

As many of us know, this product can track values daily, allowing them to lock in your income value at that highest daily value. Your income base is the highest point on any given day of the entire contract period before you trigger your income.

How big of a deal is this? Well to give you an idea, just last year in 2017, the JP Morgan Mozaic II index had 57 different high points! That means 57 times last year you had a reason to call your client and let them know their income guarantee just went up 57 times! While we all know this is not going to happen every year, it is an incredible story.

What rate of return are you comfortable assuming on this contract in the first five years? Is it 2%? Perhaps 4%? Maybe 6 or 7%? Whatever that number is and whatever you are comfortable with, consider the highest daily value in that number and consider what the income would be even if you did assume an extremely conservative ROR during deferral before income. If we do a little math with conservative assumptions, we will quickly understand why this could be the best income rider in the business.

Nationwide uses this highest daily value to calculate your income amount. They also use a very fast and annually increasing payout factor. For those of you familiar with the Allianz 360 income factors, it is similar to those. Click here to see the income factors at each age and deferral. For case studies, click here.

The Nationwide High Point Death benefit rider is calculated the same way as the income value. Using the same method, they find the highest daily value, which becomes your death benefit. Furthermore, Nationwide has the only product on the market that allows a first to die feature (for no cost) and allows a first to die rider on a single owned annuity (even qualified money). There are many strategies and unique planning options around the first to die feature, which will only help your clients.

Lastly, you should consider the fact that this product is offered through an A+ Mutual carrier. To this date, I’m not aware of a mutual carrier who offers a fixed indexed annuity that can come close to competing with this product.

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DOL Update 11/28


The U.S. Department of Labor has announced an 18-month extension from Jan. 1, 2018, to July 1, 2019, of the special Transition Period for the Fiduciary Rule’s Best Interest Contract Exemption and the Principal Transactions Exemption, and of the applicability of certain amendments to Prohibited Transaction Exemption 84-24 (PTEs). This follows public comment on a proposed extension that was published in August.

The extension gives the Department the time necessary to consider public comments submitted pursuant to the Department’s July Request for Information, and the criteria set forth in the Presidential Memorandum of Feb. 3, 2017, including whether possible changes and alternatives to exemptions would be appropriate in light of the current comment record and potential input from, and action by the Securities and Exchange Commission, state insurance commissioners and other regulators. The President directed the Department to prepare an updated analysis of the likely impact of the Fiduciary Rule on access to retirement information and financial advice.

During the extended Transition Period, fiduciary advisers have an obligation to give advice that adheres to “impartial conduct standards.” These fiduciary standards require advisers to adhere to a best interest standard when making investment recommendations, charge no more than reasonable compensation for their services, and refrain from making misleading statements.

Further, between now and July 1, 2019, when the exemptions’ remaining conditions are scheduled to become applicable, the Department intends to complete its review under the Presidential Memorandum and decide whether to propose further changes.

The Department has also announced an extension of the temporary enforcement policy contained in Field Assistance Bulletin 2017-02 to cover the 18-month extension period. Thus, from June 9, 2017, to July 1, 2019, the Department will not pursue claims against fiduciaries working diligently and in good faith to comply with the Fiduciary Rule and PTEs, or treat those fiduciaries as being in violation of the Fiduciary Rule and PTEs.

Source: United States Department of Labor

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3 Ways to bridge the Gender Savings Gap

This post originally appeared on the National Life Group Main Street blog on 3/9. By Maria McLendon.

When it comes to savings, the gender savings gap is huge. A recent study[1] indicated that women have 50% lower savings than their male counterparts. There are a number of reasons that this disparity exists, among these are that, on average, women earn lower salaries than their male counterparts and will spend fewer years in the workforce. However, there are actions that women can take right now, that will help improve their savings and provide a bridge to end the gender savings gap.

1) Start Now

The very first step to eliminating the Gender Savings gap is for women of all ages to start saving now. If you are a parent of a young daughter, start saving on her behalf—even if it is coins in a piggy bank. If you are a young woman just starting your career, start saving now—even if it is just a few dollars a week. By the time you are in your 30s, you should be saving 10-15% of your income and the sooner you start, the more quickly you can get to that rate of savings.

2) Make Consistent, Incremental Increases

Commit to increasing your rate of savings every year. Increasing the amount you save by just $25/month every year could mean that you will have $5,000 more in retirement savings, and an increase of $150/month[2] every year could mean more than $34,000 in savings when you get to retirement.

Check out this image for more ways that incremental increases can make a positive impact on your long-term savings balance.

3) Keep Things Balanced

Make sure that at least a portion of your savings is in lower-risk products that are not subject to loss from economic or stock market volatility. Fixed Annuities and Fixed Indexed Annuities are insurance products that offer guaranteed[3] rates of interest, protect your principle and interest from loss due to market downturns (assuming you don’t make any early withdrawals), and can offer the advantages of tax-deferred savings when part of a retirement plan.

The surest way to make change is to take action. Do something today to help close the gender savings gap for tomorrow.

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[1] Women versus men in DC Plans, Vanguard white paper, October 2015.

[2] Assumes a 3% rate of return for 15 years before taxes are assessed. This is a hypothetical example for illustrative purposes only – not representative of any particular investment or insurance product.

[3] Guarantees are dependent on the claims paying ability of the issuing Company. Because they are meant for long-term accumulation, most annuities have surrender charges that are assessed during the early years of the contract if the contract owner surrenders the annuity. In addition, withdrawals prior to age 59 ½ may be subject to a 10% Federal Tax Penalty. All withdrawals made from annuities with pre-tax contributions are taxed as ordinary income. All withdrawals from an annuity purchased with non-qualified monies are taxable as ordinary income only to the extent there is a gain in the policy. Indexed annuities do not directly participate in any stock or equity investments. This is not a solicitation of any specific annuity contract.

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Top Retirement Trends for Baby Boomers

With the first baby boomers retiring from the workforce in large numbers, many are wondering how the new retirees are supporting their new-found free time.

A recent Census Bureau report gathered data on the most recent non-workers, and the following 11 facts from the survey point to trends.

  1. America is getting older. While the nearly 40 million Americans age 65 and older currently make up 13 percent of the total population, the 65+ set will rise to 20 percent of the American population by 2030. Within that time, the American median age will increase from 37.2 years to 39.6 years—a surge from a median age under 30 in the 1960s and ’70s.
  2. But Americans are still young relative to the developed world. While the United States is aging rapidly, Canada, Japan, and the majority of Europe have older populations in comparison.
  3. Diversity among the “graying” America. Approximately 15 percent of whites polled are over the age of 65, whereas 9.4 percent of the Asian respondents, 8.8 percent of blacks polled, and 5.5 percent of Hispanic survey takers were over 65.
  4. Where are more seniors living? 11 states have more than 1 million people age 65 and over, with California topping the list at 4.3 million. Florida, West Virginia, Maine, and Pennsylvania round out the top five. Bringing up the rear in senior citizen proportions are Alaska, Utah, and Texas.
  5. Longer life. The average life expectancy for a 65-year-old American male is 17.7 years, and 20.3 years for a 65-year-old American female. Both figures are gains of 3-4 years compared to the previous generation. Senior citizens that are 75 years old can expect to live another 11 years if they are men and 13 additional years if they are women.
  6. Tipping the scales. Though health risks due to smoking are decreasing with diminishing numbers of smokers, a higher percentage of obese people are increasing the well-being risks that come from the condition. Obese people face impaired mobility, a greater risk of death, and the increased chances of being placed in a nursing home.
  7. What’s killing us now? While heart disease and cancer are the two leading causes of death for elderly Americans (a trend seen over several decades), Alzheimer’s disease has moved up to fifth place from seventh in 2000. Meanwhile, the suicide rate among those 65 and older was down to 14.9 per 100,000 people in 2010 from 19.7 per 100,000 in 2000.
  8. Largely independent. Citizens ages 65-69 have an average yearly income of $37,200, but this dips to slightly less than $20,000 for those over the age of 80. Income sources include Social Security (37 percent), working (30 percent), pensions (19 percent), and investments and savings (11 percent). Retirees that are younger generate more income through employment, and older retirees generate more income through Social Security.
  9. Working late. Although 65 percent of employees retire when they hit 65 years old, those still working after that age do so on a part-time basis. Those with higher-education degrees and divorced women are more likely to be in the workforce for the longest periods of time.
  10. Kings and Queens of their castles. People ages 65 and older have the lowest poverty rate compared to other age groups. In addition, the percentage of homeowners in the same age group (81 percent) has remained even, while the percentage homeowners under age 35 have decreased from 43 percent in 2006 to approximately 37 percent today.
  11. Still together after all these years. The percentage of married people in their late 60s to early 70s has been steady at about 75 percent for five decades. The amount of widows has contracted due to more women getting divorced, as well as more men increasing their longevity. Asians that were polled were more likely to remain married as they aged, with whites, Hispanics, and blacks trailing in numbers.

As life expectancy continues to increase with greater focus on health, exercise and nutrition as well as improving technology, the Boomer generation is going to realize increased stress on their retirement savings. Those who have not saved enough may face becoming dependent upon government assistance and insurance like Social Security or may be forced to take equity from their homes.

Seniors who don’t want to compromise the retirement lifestyle they’ve always dreamed on might strongly consider alternative savings and investment products. The ideal outline of these products might combine savings protection with interest earnings and the guarantee of income that you can’t outlive.

Products like fixed indexed annuities, especially when combined with lifetime income riders, provide a compelling solution for those in or facing retirement.

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