A large number of retirees and pre-retirees that are materially comfortable in their working lives are not afraid to retire, a new research report released by the Financial Research Corporation (FRC) states. In order to reach out to them and make them aware of the full implications of living retired lives, financial advisors are going to have to come up with some pretty novel ideas. But “using fear and anxiety as a motivator is a flawed marketing strategy when two-thirds of today’s retirees are feeling secure,” the FRC states.
The FRC’s research is based upon rigorous analysis of approximately 600 retiree households in which the couple or individual had been retired from a primary career for three years or more, and had at least $100,000 of investable assets. Aside from their comfort level with retirement, advisors targeting retirees for new relationships face a nearly insurmountable challenge within this group because nearly nine out of ten retirees surveyed, are either “very satisfied” or “somewhat satisfied” with their current advisor relationships.
In its study, FRC uncovers the niche segments that can be motivated, and helps steer financial services firms to segmenting techniques for retirees and boomers that will prove more effective than simply relying on wealth.