NU Online News Service, Dec. 20, 3:15 p.m. – Sellers of variable annuities should put more emphasis on VA basics and protection features in their sales literature and design more comfortable-looking materials, according to Marketing Matrix International Inc., Los Angeles.

When the financial services market research firm surveyed 120 financial advisors and 60 investors, it found that investors still need more information about what variable annuities are and how the contracts work.

Playing up protection features is also extremely important, because protection features help differentiate variable annuities from other products, Marketing Matrix says.

VA sellers can also improve sales literature by using more harmonious colors and easier-to-understand charts, the firm says.