More financial advisors are finding that insurance must be a part of their clients’ overall financial plans, according to an annual study by Protective Life Insurance Company.

The study found 77% of advisors currently sell annuities, while 74% currently sell life insurance. Moreover, about 80% of advisors surveyed said they believed life insurance is an important part of a financial plan, according to Protective Life, Birmingham, Ala.

Around 66% of those surveyed plan to sell more life insurance and annuities in the coming 2 years. In addition, 76% said that a life insurance product that provides a systematic stream of guaranteed income to beneficiaries at the client’s death would be beneficial.

Those surveyed reported that 94% of their clients worry about providing for income in retirement and that 73% of advisors selling variable annuities recommend such products with living benefits to help address this need.